THE NEGOTIATIONS
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How to Successfully Negotiate with Narcissists per Rebecca Zung, Ep #231Why Your BATNA is the Key to Negotiation Planning with George Siedel, Ep #361Episode 43 – Never Split the DifferenceAlso available on:
Brexit Negotiations and Supply Chain Management with Duncan Brock, Ep #86
Duncan Brock joins us to discuss the activities being undertaken by the UK and the EU as they try and get an exit deal signed. While we're all having a hard time understanding the nuances and complexity of Brexit, Duncan is fully up to speed on how it's affecting the UK's economy, how people work, and the entire supply chain. This is a fascinating conversation on what the future for...
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AI In Negotiations, Ep #85
Are robots and computers taking our jobs? The speed and pace at which digital procurement and artificial intelligence are moving are incredible. The brilliant Hugo Evans joins us to help sort out all our questions about what’s going on in the artificial intelligence and digital procurement space. How do I use AI? What’s the impact of using AI technology? Will it change my headcount? What are the changes to my...
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Team-Based Negotiations with Michael Leiken, Ep #84
What are the pros and cons of negotiating in teams? How do we get more out of collaborative team negotiations? What happens when negotiation professionals get so caught up in worrying about what others think of them that they freeze and don’t close with a great ask? Michael shares advice on getting past the fear and delivering on the ask. (more…)
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Customer Experience in Negotiation and Procurement with Rendi Miller, Ep #83
SUMMARY Rendi Miller, the VP of Corporate Services and Source-to-Pay at Zendesk joins us to chat about great customer service. She shares her insights about what it's like to work for a company whose business is literally customer experience and customer service. What customer service and experience insights do you have to develop first with your internal business stakeholders? How can people in procurement specifically improve interfacing with business stakeholders...
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Fast Moving Procurement and Negotiation with Natasha Gurevich, Ep #82
Today the truly amazing and inspiring Natasha Gurevich joins us. Natasha is the Vice President of procurement at Salesforce. She discusses her philosophy on leadership, negotiation and internal collaboration. She shares her incredible story of coming from a former Soviet Union country to starting her career in procurement. She discusses the journey she took to becoming the VP of one of the largest tech companies in the world. (more…)
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Business Etiquette in Hong Kong [Part 1], Ep #81
The wonderful Bernice Lee joins us today for a fascinating conversation about etiquette in Hong Kong. With so many of us traveling to Hong Kong and mainland China for business, understanding the cultural norms and business etiquette of the local area is critical. Bernice shares what to do and what NOT to do. (more…)
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7 Steps To A Successful Sales Meeting With Procurement, Ep #80
This week's solo podcast is for all my sales friends around the world. I get a lot of questions from sales professionals about how to have a successful sales meeting with procurement professionals. You've secured your first sales meeting with a procurement team—now what? What content should you cover? Who's your audience? Are there more stakeholders outside the procurement team? What are the logistics around setting up the meeting? This...
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Donald Trump’s Negotiating Tactics, Ep #79
SUMMARY Marty Latz, author of The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates, joins us to help understand how Donald Trump negotiates. Marty has analyzed more than 100 Trump negotiations and shares dozens of Trump's strategies - highlighting which to use and which to avoid. Regardless of where you stand politically, that one new Trump tactic you gain may make the difference between walking away a winner...
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Developing Authentic Listening Skills with Dan Oblinger, Ep #78
“I have discovered that most people have no one to talk to. No one, that is, that really wants to listen. When it does at last dawn on a man that you really want to hear about his business, the look that comes over his face is something to see.” – Wesley Hill Why is listening a vanishing art and hard to do effectively when it’s really so simple? When...
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Procurement’s Rising Star, Ep #77
I’m really excited to have Siddharth (Sid) Ramesh on this week’s show. Sid is the manager of strategic sourcing in the technology space at VSP Global, where he’s been for 5 years. His career is on a meteoric rise. He’s been nominated for a SIG Future of Sourcing Rising Star Award and he’s a trusted source for everything related to procurement. In addition to being super smart he’s really nice—definitely...
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