Insights

An essential guide to help you assess your true power position, featuring key tactics and techniques Read More
How to form an effective buying approach - five key factors to consider Read More
An essential guide for CPOs trying to figure out what's needed to embrace the digital revolution Read More
There are many personality traits that can both help and hinder a negotiation; a fear of failure, a desire to win, or even our own sense of self-belief. Of course it’s not ... Read More
Today, organizations face more uncertainty than ever before. The role of Procurement is to guide the organization through this uncertain future and help realize new sourcing strategies for what lies ahead. ... Read More
How to make sure your organization doesn't fall into an all too common trap. The same old buying approach badged as Category Management will fail to deliver results. ... Read More
Public sector procurement often requires a different negotiation approach to that used in the commercial sector. It may seem obvious to some, but why is that? Quite simply, in public sector organisations, the ... Read More
A good negotiator needs not just a repertoire of strategies, tactics and techniques but also the experience to know when and how to deploy them.One such strategy, the concession strategy, lies ... Read More
While predominantly used in Category Management and Supplier Relationship Management, Day One Analysis is helpful for negotiation planning – particularly when sourcing goods and services. Day One Analysis can be used to ... Read More
Everyone knows the importance of planning in advance of a negotiation to ensure that we are as prepared as possible to get the result that we want. But do you know what ... Read More