Nov 062017
 
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Getting to Yes – Negotiation Skills

Improve your negotiation skills to improve the bottom line.  There are millions of dollars to save in the supply chain.

Negotiation Training.

Negotiation Quotes:

  • “You do not get what you want. You get what you negotiate.” ~Harvey Mackay
  • “During a negotiation, it would be wise not to take anything personally. If you leave personalities out of it, you will be able to see opportunities more objectively.” ~ Brian Koslow
  • “Know what you want to achieve prior to starting to negotiate. It’s the golden rule but the one most people fail to heed. Without a plan, you allow the opposing party to define your goals instead of the other way around.” ~ Ivanka Trump
  • “Negotiations are worthless if neither party is willing to budge.” ~ Dave Waters
  • “A negotiator should observe everything. You must be part Sherlock Holmes, part Sigmund Freud.” ~ Victor Kiam
  • “If you are good enough to compete for a top-level corporate job, you should be smart enough to know what the job pays the other gender and negotiate accordingly. If you are an employer, and you don’t pay an employee market wages, regardless of gender or orientation, you will end up with what you deserve.” ~Mark Cuban
  • “One of the best ways to persuade others is by listening to them.”  ~ Dean Rusk
  • “You have to persuade yourself that you absolutely don’t care what happens. If you don’t care, you’ve won. I absolutely promise you, in every serious negotiation, the man or woman who doesn’t care is going to win.” ~ Felix Dennis
  • “Never cut what you can untie.” ~ Joseph Joubert
  • “The most difficult thing in any negotiation, almost, is making sure that you strip it of the emotion and deal with the facts.” ~ Howard Baker

supply chain negotiation skills

Oct 262017
 
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Purchasing and Procurement Differences

Overview of purchasing and procurement.  This doesn’t get into major details but is a good reference.  Plenty of good information.

Purchasing and Procurement Training.

Negotiation Quotes

  • “You don’t want to negotiate the price of simple things you buy every day.” ~ Jeff Bezos – CEO Amazon.
  • “Treating suppliers like partners is critical to a company’s start-up’s success. As much as possible, figure out how you can work with your suppliers to make their lives better, whether saving them money from their vendors or saving them time with your order. By understanding their business model, you can make orders in an efficient manner, which should lower costs for everyone.” ~ Aaron Schwartz
  • “You have to persuade yourself that you absolutely don’t care what happens. If you don’t care, you’ve won. I absolutely promise you, in every serious negotiation, the man or woman who doesn’t care is going to win.”  ~ Felix Dennis
  • “If you are planning on doing business with someone again, don’t be too tough in the negotiations. If you’re going to skin a cat, don’t keep it as a house cat.” ~ Marvin Levin
  • “I want women to get paid more. I want to teach them to negotiate so they get paid more.” ~ Sheryl Sandberg
  • “Appraisals are where you get together with your team leader and agree what an outstanding member of the team you are, how much your contribution has been valued, what massive potential you have and, in recognition of all this, would you mind having your salary halved.” ~ Theodore Roosevelt
  • “Negotiation is not a policy. It’s a technique. It’s something you use when it’s to your advantage, and something that you don’t use when it’s not to your advantage.”  ~ John Bolton
  • “Know what you want to achieve prior to starting to negotiate. It’s the golden rule but the one most people fail to heed. Without a plan, you allow the opposing party to define your goals instead of the other way around.” ~ Ivanka Trump

purchasing procurement

 Posted by at 12:33 am

Strategic Sourcing for Successful Supply Chain Management

 Procurement, Strategy, Supply Chain  Comments Off on Strategic Sourcing for Successful Supply Chain Management
Oct 242017
 
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Strategic Sourcing

Strategic Sourcing for Successful Supply Chain Management.  A well trained procurement organization can save a company millions of dollars.

  • “The most important trip you may take in life is meeting people half way.”  ~ Henry Boyle
  • “You have to persuade yourself that you absolutely don’t care what happens. If you don’t care, you’ve won. I absolutely promise you, in every serious negotiation, the man or woman who doesn’t care is going to win.”  ~ Felix Dennis
  • “Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.” ~ Sun Tzu
  • “We tend to think that, in a traditional organisation, people are producing results because management wants results, but the essence of a high-quality organisation is people producing results because they want the results. It’s puzzling we find that hard to understand, that if people are really enjoying, they’ll innovate, they’ll take risks, they’ll have trust with one another because they are really committed to what they’re doing and it’s fun” ~ Peter Senge
  • “What business strategy is all about-what distinguishes it from all other kinds of business planning-is, in a word, competitive advantage. Without competitors there would be no need for strategy, for the sole purpose of strategic planning is to enable the company to gain, as efficiently as possible, a sustainable edge over its competitors.” ~ Kenichi Ohmae
  • “The reason most people never reach their goals is that they don’t define them, or ever seriously consider them as believable or achievable. Winners can tell you where they are going, what they plan to do along the way, and who will be sharing the adventure with them” ~ Denis Watley
  • “Negotiation is not a policy. It’s a technique. It’s something you use when it’s to your advantage, and something that you don’t use when it’s not to your advantage.”  ~ John Bolton

“Strategic sourcing in the simplest terms – leveraging all resources to get the best value for the company.” ~EverythingSupplyChain.com

Strategic Sourcing supply chain

“A well trained procurement organization can add major dollars to the organization through cost savings.” ~EverythingSupplyChain.com

supply chain procurement

strategic sourcing supply chain

strategic sourcing

Supply Chain Cost Saving Strategies, CAPS Research

 Negotiations, Procurement, Supply Chain  Comments Off on Supply Chain Cost Saving Strategies, CAPS Research
Oct 152017
 
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Supply Chain Cost Saving Strategies, CAPS Research

This is a CAPS research study by Lisa M. Ellram, Ph.D., Wendy L. Tate, Ph.D., and Thomas Y. Choi, Ph.D.  I know both Lisa Ellram and Thomas Choi.  Both are great professors and extremely knowledgeable.  Thought this would be a good video to share on supply chain cost saving strategies.

Strategic Sourcing and Procurement Blogs

Negotiation Quotes

  • “The most important trip you may take in life is meeting people half way.”  ~ Henry Boyle
  • “I want women to get paid more. I want to teach them to negotiate so they get paid more.” ~ Sheryl Sandberg
  • “You have to persuade yourself that you absolutely don’t care what happens. If you don’t care, you’ve won. I absolutely promise you, in every serious negotiation, the man or woman who doesn’t care is going to win.”  ~ Felix Dennis
  • “Focus on the lowest total cost of ownership, not the lowest price.” ~EverythingSupplyChain.com
  • “Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.” ~ Sun Tzu
  • “A true leader has the confidence to stand alone, the courage to make tough decisions, and the compassion to listen to the needs of others. He does not set out to be a leader, but becomes one by the equality of his actions and the integrity of his intent.” ~ Douglas MacArthur
  • “The best move you can make in negotiation is to think of an incentive the other person hasn’t even thought of – and then meet it.” ~ Eli Broad
  • “We tend to think that, in a traditional organisation, people are producing results because management wants results, but the essence of a high-quality organisation is people producing results because they want the results. It’s puzzling we find that hard to understand, that if people are really enjoying, they’ll innovate, they’ll take risks, they’ll have trust with one another because they are really committed to what they’re doing and it’s fun” ~ Peter Senge
  • “What business strategy is all about-what distinguishes it from all other kinds of business planning-is, in a word, competitive advantage. Without competitors there would be no need for strategy, for the sole purpose of strategic planning is to enable the company to gain, as efficiently as possible, a sustainable edge over its competitors.” ~ Kenichi Ohmae
  • “The reason most people never reach their goals is that they don’t define them, or ever seriously consider them as believable or achievable. Winners can tell you where they are going, what they plan to do along the way, and who will be sharing the adventure with them” ~ Denis Watley
  • “Negotiation is not a policy. It’s a technique. It’s something you use when it’s to your advantage, and something that you don’t use when it’s not to your advantage.”  ~ John Bolton
  • “You don’t want to negotiate the price of simple things you buy every day.” ~ Jeff Bezos
 Posted by at 2:04 pm

Supplier Negotiations & TCO Strategies – Supply Chain Today

 Negotiations, Procurement, Supplier Management, Supply Chain  Comments Off on Supplier Negotiations & TCO Strategies – Supply Chain Today
Sep 042017
 
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Supplier Negotiations & TCO Strategies

Always good to brush up on topics like supplier negotiations and TCO.  This is a seventeen minute video.  Hope you find it valuable.

Strategic Sourcing and Negotiation Training.

Negotiation Quotes.

  • “Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.” ~ Sun Tzu
  • “If you are good enough to compete for a top-level corporate job, you should be smart enough to know what the job pays the other gender and negotiate accordingly. If you are an employer, and you don’t pay an employee market wages, regardless of gender or orientation, you will end up with what you deserve.” ~Mark Cuban
  • “You have to persuade yourself that you absolutely don’t care what happens. If you don’t care, you’ve won. I absolutely promise you, in every serious negotiation, the man or woman who doesn’t care is going to win.” ~ Felix Dennis
  • “Anger can be an effective negotiating tool, but only as a calculated act, never as a reaction.” ~ Mark McCormack
  • “The most critical thing in a negotiation is to get inside your opponent’s head and figure out what he really wants.” ~Jacob Lew
  • “There are people who are in debt that make $500,000 a year.  There are people who have all their bills paid with no debt who make $50,000 a year.  It’s easy to negotiate an “increase in your salary” just change your spending habits.” ~ Dave Waters
  • “Never cut what you can untie.” ~ Joseph Joubert
  • “You do not get what you want. You get what you negotiate.” ~Harvey Mackay
  • “Treating suppliers like partners is critical to a company’s start-up’s success. As much as possible, figure out how you can work with your suppliers to make their lives better, whether saving them money from their vendors or saving them time with your order. By understanding their business model, you can make orders in an efficient manner, which should lower costs for everyone.” ~ Aaron Schwartz

supplier negotiations

 

Negotiating with Sole Suppliers – Supply Chain Today

 Negotiations, Procurement, Supply Chain  Comments Off on Negotiating with Sole Suppliers – Supply Chain Today
Sep 032017
 
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Negotiating with Sole Suppliers

Sole suppliers have the advantage when negotiating.  Here are some tips that may help you.  This is a quick nine minute video that could end up saving your company quite a bit of money.

Procurement Training.

Negotiation Quotes

  • “During a negotiation, it would be wise not to take anything personally. If you leave personalities out of it, you will be able to see opportunities more objectively.” ~ Brian Koslow
  • “The most difficult thing in any negotiation, almost, is making sure that you strip it of the emotion and deal with the facts.” ~ Howard Baker
  • “What business strategy is all about-what distinguishes it from all other kinds of business planning-is, in a word, competitive advantage. Without competitors there would be no need for strategy, for the sole purpose of strategic planning is to enable the company to gain, as efficiently as possible, a sustainable edge over its competitors.” ~ Kenichi Ohmae
  • “Treating suppliers like partners is critical to a company’s start-up’s success. As much as possible, figure out how you can work with your suppliers to make their lives better, whether saving them money from their vendors or saving them time with your order. By understanding their business model, you can make orders in an efficient manner, which should lower costs for everyone.” ~ Aaron Schwartz
  • “Appraisals are where you get together with your team leader and agree what an outstanding member of the team you are, how much your contribution has been valued, what massive potential you have and, in recognition of all this, would you mind having your salary halved.” ~ Theodore Roosevelt
  • “The best move you can make in negotiation is to think of an incentive the other person hasn’t even thought of – and then meet it.” ~ Eli Broad
  • “Sometimes one pays most for the things one gets for nothing.” ~ Albert Einstein

sole supplier

 Posted by at 11:06 am

Typical negotiation mistakes of Procurement people

 Negotiations, Procurement, Supply Chain  Comments Off on Typical negotiation mistakes of Procurement people
Sep 032017
 
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Typical negotiation mistakes of Procurement people.

Negotiation mistakes can cost a company millions of dollars. The more prepared you are the less mistakes you will make.  Always be ready in negotiations.  Do your homework.

Negotiation Training.

Negotiation Quotes

  • “Never cut what you can untie.” ~ Joseph Joubert
  • “The best move you can make in negotiation is to think of an incentive the other person hasn’t even thought of – and then meet it.” ~ Eli Broad
  • “If you are planning on doing business with someone again, don’t be too tough in the negotiations. If you’re going to skin a cat, don’t keep it as a house cat.” ~ Marvin Levin
  • “I want women to get paid more. I want to teach them to negotiate so they get paid more.” ~ Sheryl Sandberg
  • “Anger can be an effective negotiating tool, but only as a calculated act, never as a reaction.” ~ Mark McCormack
  • “Know what you want to achieve prior to starting to negotiate. It’s the golden rule but the one most people fail to heed. Without a plan, you allow the opposing party to define your goals instead of the other way around.” ~ Ivanka Trump
  • “The most critical thing in a negotiation is to get inside your opponent’s head and figure out what he really wants.” ~Jacob Lew
  • “There are people who are in debt that make $500,000 a year.  There are people who have all their bills paid with no debt who make $50,000 a year.  It’s easy to negotiate an “increase in your salary” just change your spending habits.” ~ Dave Waters
  • “Negotiation is not a policy. It’s a technique. It’s something you use when it’s to your advantage, and something that you don’t use when it’s not to your advantage.”  ~ John Bolton
  • “A true leader has the confidence to stand alone, the courage to make tough decisions, and the compassion to listen to the needs of others. He does not set out to be a leader, but becomes one by the equality of his actions and the integrity of his intent.” ~ Douglas MacArthur

negotiation

 Posted by at 8:26 am

Strategic Sourcing – Supply Chain Today

 Negotiations, Procurement, Supply Chain  Comments Off on Strategic Sourcing – Supply Chain Today
Sep 012017
 
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Strategic Sourcing Seminar

This is a one hour discussion on strategic sourcing.  What are your thoughts about this subject?  Strategic Sourcing is such an important part of supply chain.

Strategic Sourcing Training.

Negotiation Quotes

  • “Negotiation is not a policy. It’s a technique. It’s something you use when it’s to your advantage, and something that you don’t use when it’s not to your advantage.”  ~ John Bolton
  • “Never forget the power of silence, that massively disconcerting pause which goes on and on and may last induce an opponent to babble and backtrack nervously.” ~ Lance Morrow
  • “A true leader has the confidence to stand alone, the courage to make tough decisions, and the compassion to listen to the needs of others. He does not set out to be a leader, but becomes one by the equality of his actions and the integrity of his intent.” ~ Douglas MacArthur
  • “The best move you can make in negotiation is to think of an incentive the other person hasn’t even thought of – and then meet it.” ~ Eli Broad
  • “Sometimes one pays most for the things one gets for nothing.” ~ Albert Einstein
  • “Know what you want to achieve prior to starting to negotiate. It’s the golden rule but the one most people fail to heed. Without a plan, you allow the opposing party to define your goals instead of the other way around.” ~ Ivanka Trump
  • “If you are planning on doing business with someone again, don’t be too tough in the negotiations. If you’re going to skin a cat, don’t keep it as a house cat.” ~ Marvin Levin
  • “I want women to get paid more. I want to teach them to negotiate so they get paid more.” ~ Sheryl Sandberg
  • “Anger can be an effective negotiating tool, but only as a calculated act, never as a reaction.” ~ Mark McCormack
  • “The most critical thing in a negotiation is to get inside your opponent’s head and figure out what he really wants.” ~Jacob Lew
  • “There are people who are in debt that make $500,000 a year.  There are people who have all their bills paid with no debt who make $50,000 a year.  It’s easy to negotiate an “increase in your salary” just change your spending habits.” ~ Dave Waters

strategic sourcing seminar

 Posted by at 10:35 am

Mastering Indirect Spend: 5 Keys to Success – Supply Chain Today

 Procurement, Supply Chain  Comments Off on Mastering Indirect Spend: 5 Keys to Success – Supply Chain Today
Sep 012017
 
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Mastering Indirect Spend: 5 Keys to Success

There are many ways to focus on indirect spend.  Here are 5 key ways to be successful.

Procurement Training.

Negotiation Quotes

  • “Let us never negotiate out of fear. But let us never fear to negotiate.”  ~John F. Kennedy
  • “We tend to think that, in a traditional organisation, people are producing results because management wants results, but the essence of a high-quality organisation is people producing results because they want the results. It’s puzzling we find that hard to understand, that if people are really enjoying, they’ll innovate, they’ll take risks, they’ll have trust with one another because they are really committed to what they’re doing and it’s fun” ~ Peter Senge
  • “A true leader has the confidence to stand alone, the courage to make tough decisions, and the compassion to listen to the needs of others. He does not set out to be a leader, but becomes one by the equality of his actions and the integrity of his intent.” ~ Douglas MacArthur
  • “One cannot negotiate under fire.” ~ Ariel Sharon
  • “One of the best ways to persuade others is by listening to them.”  ~ Dean Rusk
  • “I want women to get paid more. I want to teach them to negotiate so they get paid more.” ~ Sheryl Sandberg
  • “Focus on the lowest total cost of ownership, not the lowest price.” ~EverythingSupplyChain.com
  • “You must never try to make all the money that’s in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won’t have many deals.” ~ J. Paul Getty
  • “Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.” ~ Sun Tzu
  • “If you are planning on doing business with someone again, don’t be too tough in the negotiations. If you’re going to skin a cat, don’t keep it as a house cat.” ~ Marvin Levin

indirect spend

disney supply chain

 Posted by at 9:00 am

Supplier Selection and Supply Chain Management

 Procurement, Supply Chain  Comments Off on Supplier Selection and Supply Chain Management
Sep 012017
 
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Supplier Selection and Supply Chain Management

Without the right supplier selection the supply chain will be mediocre at best.  If the right suppliers are on board this greatly reduces problems throughout the supply chain.

Supplier Management Training.

Negotiation Quotes

  • “One cannot negotiate under fire.” ~ Ariel Sharon
  • “One of the best ways to persuade others is by listening to them.”  ~ Dean Rusk
  • “Never cut what you can untie.” ~ Joseph Joubert
  • “Treating suppliers like partners is critical to a company’s start-up’s success. As much as possible, figure out how you can work with your suppliers to make their lives better, whether saving them money from their vendors or saving them time with your order. By understanding their business model, you can make orders in an efficient manner, which should lower costs for everyone.” ~ Aaron Schwartz
  • “If you are planning on doing business with someone again, don’t be too tough in the negotiations. If you’re going to skin a cat, don’t keep it as a house cat.” ~ Marvin Levin
  • “Anger can be an effective negotiating tool, but only as a calculated act, never as a reaction.” ~ Mark McCormack
  • “The most critical thing in a negotiation is to get inside your opponent’s head and figure out what he really wants.” ~Jacob Lew
  • “Never forget the power of silence, that massively disconcerting pause which goes on and on and may last induce an opponent to babble and backtrack nervously.” ~ Lance Morrow
  • “The best move you can make in negotiation is to think of an incentive the other person hasn’t even thought of – and then meet it.” ~ Eli Broad
  • “Sometimes one pays most for the things one gets for nothing.” ~ Albert Einstein

 

supplier selection

 Posted by at 8:43 am
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