by Janice Marquardt | Jan 30, 2024 | Creative Solutions, Definitions, Processes
In our ongoing exploration of negotiation dynamics, it’s high time we delve into fundamental aspects: the basic parameters and rules that underpin successful negotiations. Gone are the days of fixating on the physical placement at a negotiation table—our current era...
by Janice Marquardt | Jan 23, 2024 | Creative Solutions, Definitions
Now that you’ve used data to find market rates to negotiate great pricing and you’ve changed the rules to create win-win scenarios with suppliers, where else can you find value in a negotiation? In non-price parameters. As supply chain or procurement professionals,...
by Janice Marquardt | Jan 16, 2024 | Creative Solutions, Definitions, Processes
In negotiations, achieving a win-win often involves rule adjustments, not to deceive the other party but to enhance value for both sides. Let’s explore a couple of strategies that can transform the negotiation landscape. Quantity Discounts and Bundling: Boosting value...
by Janice Marquardt | Jan 9, 2024 | Creative Solutions, Definitions, Processes
The last time I searched for an image depicting negotiation, all I found were variations of two shaking hands – unmistakably two white men in suits. This time, as you can see, there were more diverse options. In today’s business landscape, negotiations rarely play out...
by Janice Marquardt | Jan 2, 2024 | Benefits, Creative Solutions
One of the often overlooked benefits of an e-Auction program is the improvement in scopes of work. This is because when any qualified supplier who can provide the scope of work can participate in the e-Auction, suddenly the answer “my incumbent knows what we need”...
by Janice Marquardt | Dec 19, 2023 | Benefits, Creative Solutions, e-Auctions
As I was on a call with a supply chain leader last week, they brought up all the common objections to e-Auctions: Too impersonal. Too transactional. Don’t like them. So I asked what they were struggling with. “Lead times are still horrible on our key commodities” was...
