Wednesday, July 12, 2023 · SCMR Staff
Do you like playing poker? For supply chain negotiators, the process of closing deals can often feel like a game of poker. Who blinks last is often going to get the best deal. But it doesn’t have to end that way.
Wednesday, May 3, 2023 · Mark Trowbridge and Melanie Trowbridge
“Negotiation is empathy. It’s almost trite to say that if you can’t put yourself in the seat of the other person you’re speaking with, you’re not going to do well.”
Monday, December 12, 2022 · Charles Edwards
There is an overwhelming need to implement new business models in the worldwide air cargo logistics industry.
Thursday, June 23, 2022 · Bob Trebilcock
In this month’s video, we look at how the ability to influence the other party during negotiations improves performance outcomes.
Tuesday, May 3, 2022 · Stephanie P. Thomas, Monique L. Murfield and Jacqueline K. Eastman
When it comes to successful negotiations, a buyer’s history with a supply chain partner creates expectations. Any changes in that negotiation strategy can create confusion, as buyers search for explanations for deviations. Here are suggestions for actions to take when…
Friday, May 5, 2017 · Frank Mobus and Brad Young
Power in a negotiation is less a product of the situation and more the result of the actions one takes. By thinking creatively, negotiators can find, build and deploy a wider range of leverage opportunities. Supply Chain Supplier Negotiations, Supply Chain negotiation tactics
Friday, December 16, 2016 · Frank Mobus and Brad Young
Beneficial partnerships don't just happen. They are cultivated and nurtured and negotiation plays a key part.
Thursday, May 5, 2016 · Frank Mobus and Bill Sanders
Long-term agreements between purchasers and suppliers are not conventional “one-and-done” deals—they are moving targets that require perpetual negotiation if they are to come close to delivering the value that inspired them in the first place. Here's how to think…
