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People are often surprised, and a little intimidated, when they learn that my research expertise is in negotiations. They remark, “but you are so personable … transparent… straightforward.” And I think, “It’s too bad that’s a surprise. . .” This is probably because most people think of negotiators, and by extension negotiations, as showy and

Ah, after summer breaks. It’s that glorious time when kids go back to school.  Time for them to refocus on improving skills related to the “three R’s” of education:  Reading, ‘Riting, and ‘Rithmetic. It might also be a good time to pay attention to the reading, writing, and arithmetic involved in your procurement. Here are

By 2020, millennials, or Generation Y, will make up over half of the global workforce. Attracting the best and brightest of this group is key to procurement’s future success, yet many of this generation still don’t know what procurement is or what it does, making it more challenging to bring those people in.Procurement must begin

While the word innovation means different things to different organizations, companies are unanimous in agreement that, today, innovation needs to become the bedrock of the business – whether it’s a new piece of technology, a more efficient way of doing things, or simply a new approach that tackles an age-old problem. Businesses are increasingly turning

22% of CPOs intend to direct more resources towards supplier relationship management (SRM) in 2017, according to Procurement Leaders’ most recent Trend Report, highlighting the importance that CPOs are placing on improving the relationships their functions have with suppliers. A fully engaged supply base is vital to a procurement function. It can help deliver new

A good negotiator needs not just a repertoire of strategies, tactics and techniques, but also the experience to know when and how to deploy them. One strategy – the concession strategy – lies at the heart of every negotiation as it determines how you can manage the way a negotiation plays out. Yet the concept