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When entering a negotiation in Europe, it is important to defer to the local process. Robert Semethy, chief procurement officer at Erste Bank in Vienna, joined me on a recent episode…

When dealing with differences in culture during international negotiations, etiquette is an important strategy/tactic to consider. Etiquette coach, Bernice Lee, joined me on the podcast a few months ago to…

Emotional intelligence, or EQ, is a highly important part of negotiation and success. In procurement, professionals tend to excel at strategy and following process and downplay the magnitude of emotional…

When examined, two different careers can have similarities. Procurement, in particular, is a linear move, rather than a parallel, to careers that seem opposite at first glance. Life experience renders…

We all fear conflict, we fear rejection, we fear ridicule. In negotiation, conflict is inevitable and trying to avoid it could hinder your ability to reach your desired outcome.  In…

Everybody goes into a negotiation with emotional baggage. We can expect emotions from those being asked to make sacrifices – there usually is at least one party in a negotiation…

I’ve been getting a lot of questions on how to conduct a successful sales meeting with a procurement team or procurement person. In a recent episode of Negotiations Ninja, I…

Negotiations play a large role in politics. Currently, President Donald Trump is one of the most polarizing political figures on the planet. Whether you love him or hate him, we…

The act of listening is a skill that is frequently overlooked, however, it is of utmost importance in all professions. Active listening is a skill we should develop not because…

When you look beyond the win-win and win-lose mentality of negotiation, it becomes clear there are multiple dimensions that make up the skillset. In order to be successful in the…