Observing cultural norms
Michael Phillips on the value of cultural awareness during procurement negotiations.
View ArticleSteps to cut raw costs
Bill Brown presents some straightforward tips for reducing the cost of raw materials.
View ArticleWin-win is for losers
Rarely does everybody get everything they want out of a negotiation. We should recognise that it takes skill and guts to find a compromise.
View ArticleHere’s my January sales pitch
Kelly Hawson, the head of indirect procurement at Napp Pharmaceuticals Holdings urges SM readers to learn from their colleagues in sales.
View ArticleThe power of negotiation
James Williams argues against taking a supplier’s first offering and gives his step-by-step guide to making a good deal.
View ArticleWho uses the dirtiest tricks in negotiations?
Naughty tactics? David Atkinson asks whether procurement or sales professionals are worse.
View ArticleEight tips for negotiation planning
The 'off the cuff' approach is rarely successful says Stephen Ashcroft. He presents some advice on how to prepare.
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