In a recent episode of the Negotiations Ninja podcast, I talked with Michael van Keulen (MVK)—the Chief Procurement Officer at Coupa Software. We talk about digital transformation in procurement and how many organizations are still resistant to change. MVK also talks about the importance of getting your stakeholders on board with any new implementation. Part of that process is making sure you choose the right software. You need to think about the founding principles of…
How to Connect with Someone in Crisis
According to The American Foundation for Suicide Prevention, in 2018 there was an average of 132 suicides per day. Millions of people in the United States alone lost their jobs in 2020 due to the Coronavirus pandemic. There is a rising concern among mental health experts that attempted suicide rates will increase—if they haven’t already. Many people are not properly equipped to handle days, weeks, and months of isolation and loneliness. They aren’t able to…
How a GPO Benefits Members AND Suppliers
A Group Purchasing Organization—often shortened to GPO—negotiates contracts with major brands in thousands of different categories. They have already leveraged and negotiated contracts that allow YOU to take advantage of savings and service. The short version—according to Anthony Clervi—is that they help small or mid-cap businesses buy like the big guys. Most (but not all) GPOs are free to join. You jump on contracts that make sense a-la-carte and work directly with the supplier. Anthony…
Why Negotiation Strategy + Tactics + Mindset = Success
Sun Tzu is credited with saying: “Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.” Dan Oblinger and Allan Tsang busted some myths about negotiation in a recent episode of Negotiations Ninja. One of the things they point out is that there is no “easy button” when it comes to negotiation. Negotiation is a learned craft that must be cultivated. You need to use the correct combination…
How to De-escalate Your Counterpart’s Anger
What happens when a negotiation spins out of control and everyone is angry? How do you deal with a counterparts’ emotion? Do you simply walk away? Or reschedule? Dealing with strong emotions can be one of the most difficult parts of a negotiation. It’s also one of the topics of conversation in episode #175 of the Negotiations Ninja podcast. Svitlana Kalitsun—a negotiation trainer based in Vienna, Austria—shares how you can de-escalate an anger-fueled negotiation. Don’t…