Negotiation tactics can be useful, but without a clear negotiation strategy, they can damage buyer credibility and create inconsistent results with suppliers. Learn why tactics should support a strategic framework.
Most CEOs want cost reduction. They want Purchasing to help improve margins, strengthen competitiveness, and lower the company’s cost structure. They want cost reductions that drop to the bottom line and help the business win. But too often, the way they ask for cost reduction…
Most buyers prepare for negotiation by getting their facts together. Great! They review pricing history. They look at spend. They check supplier performance. They think through the company’s savings target. They may prepare a desired outcome, a target, and a walk-away position. All of that…
Artificial intelligence is creating the same kind of divide we have seen in every major business technology shift. Some organizations are using it to move faster, prepare better, and make more informed decisions. Others are experimenting, getting inconsistent results, and quietly backing away. That second…
Negotiation experts are fairly consistent on one point: when relationships are long term, issues are complex, and both sides have strong shared interests, the best approach is usually collaborative negotiation. That should make automotive a perfect environment for collaboration. OEMs and suppliers are tied together…
Over the past 40+ years working in purchasing, I’ve watched thousands of negotiations. And there’s one mistake that shows up over and over again. It’s not poor preparation.It’s not weak leverage.It’s not even lack of data. It’s this: buyers negotiating against themselves. And the worst…
Carrots, Sticks, and the Rule of Sevens: How Buyers and Sellers Should Sequence Negotiations In negotiations—whether you sit on the buy side or the sell side—we often hear the same shorthand: carrots and sticks. Carrots are the incentives. The benefits. The value that makes a deal…
Artificial intelligence is rapidly becoming part of the negotiation landscape. Buyers and sellers are experimenting with AI tools to analyze data, draft questions, prepare talking points, and even simulate negotiation scenarios. That’s the opportunity — and the risk. AI doesn’t replace judgment. It amplifies whatever…
Matt Shumer’s recent essay — a deep, thoughtful piece well worth the time — argues that AI isn’t evolving gradually — it’s accelerating rapidly and beginning to replace complex cognitive work, not just automate routine tasks.📖 Read the essay here → His core message: most…
I’ve been using AI almost every day for the past two years, and here’s the truth: in the beginning, it felt a lot like managing a brand-new intern—AI was full of enthusiasm, eager to help, but with very little wisdom. Back then, when I asked AI to complete a task, the results were maybe…