Negotiation Strategies

What makes a good negotiation? Reflection on key characteristics

Adam Strauchold Blog, Procurement, Strategy

As procurement professionals, we frequently come across a view that negotiation is the core of our job – at times it’s even the only thing we are asked to do! Our stakeholders (managers of finance, operations, engineering, marketing, and other departments for whom we buy) see us as expert negotiators. Just picture a typical situation: a fleet director agrees with …