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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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