Author: Rafał Dados Negotiation can drain or charge your team batteries Whenever you are sales or procurement manager, you have had to mobilize your people to negotiate with internal or external business partners. Many of your  people link negotiation with a stressful situation where obviously conflict of interest will rise. Those two facts: stress and…

Author: Pankaj Saluja Indian economy after COVID19 lockdown. Study and execute opportunities! China is a well established source of many materials for European companies. Advantages and disadvantages of China are well known. India was the EU’s 10th largest partner for imports (2% of total extra-EU imports) and the 11th largest for EU exports (2% of…

Author: Monika Bis Part 2 In this blog we are taking closer look to recurring negotiations. Situation, when after signing a contract with supplier both sides face crisis in implementing it. Procurement professionals are again engaged to help business. In Part 1 of this blog we described business case with media house negotiation and “my…

  Autor: Monika Bis Part 1 Many books available on the business book shelfs describes the art of getting to deal in negotiations. Only few of those address what happens once the contract is signed. Have you ever found yourself in the need of going back to the negotiating table because either the contract wasn’t fit for purpose or the situation has changed?   My experience on turning back to negotiations taught me…

How to address supplier dependency in purchasing strategy? In the book „The Everything Store: Jeff Bezos and the Age of Amazon” written by Brad Stone, Amazon’s employees compare trade on the company website to addiction to heroin. When product sales gains momentum sellers fall into euphoria, then into addiction but when Amazon starts to reduce…

The Harvard negotiation model somehow changes the traditional approach to negotiating talks, in which the finale is based on the win-lose principle. For the Harvard model, the trend is focused on the win-win model. Where did the Harvard model of negotiations come from and what is its genesis? What principles are the negotiators following the…