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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 […]

As a procurement leader, it is important to ask the following questions: What do I know about our suppliers? What should I know that I don’t? Most businesses can tell you anything you want to know about their cust omers. Not only do companies know who their customers are, organisations also know their clients’ wants