The art of negotiation

Milan Panchmatia Blog, Procurement 0 Comments

Despite the growing number of procurement functions embracing tactics such as SRM, traditional supplier negotiations still have an important role to play. Anyone not working in procurement would be forgiven for thinking the majority of work carried out is based on SRM and innovative collaborations. It is rare to read an article or attend a conference without hearing about procurement’s …

Controlling external influences in negotiations-the Real Madrid case

admin Blog, Procurement 0 Comments

The current high profile proposed transfer of Gareth Bale is all over the back pages as described by Jeremy Smith back in May 2013, Tactical Negotiation – Gareth Bale vs. Tottenham Hotspur FC. What we are seeing is Real Madrid, the buyer in this case, adopts their traditional negotiation tactic of leveraging their strengths of reputation, glamour and most importantly money. …