This report is part of a research series which seeks to present a comprehensive, industry-wide view into what is happening in the world of procurement today. The series is based upon a research...
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Delivering savings to the bottom line is the goal of every procurement professional, but getting there isn’t easy. Collaborating closely with your team, ensuring sustainable sourcing measures, and...
Original Source: Beyond Intractability
"What BATNAs Are
BATNA is a term coined by Roger Fisher and William Ury in their 1981 bestseller, Getting to Yes: Negotiating Without Giving...
Original Source: Next Level Purchasing
What Negotiation Lessons Did The Debates Teach?
The big news in the USA has been the pre-election debates between President Obama and...
Original Source: P Lacy/The Guardian
"I've just finished a private session with over 30 CEOs here in Davos discussing how to drive sustainable consumption and enable growth. The key...
"Senior executives are one of the toughest crowds you’ll face as a presenter. They’re incredibly impatient because their schedules are jam-packed — and they have to make lots of high-stakes...
"An audience can’t listen to your presentation and read detailed, text-heavy slides at the same time (not without missing key parts of your message, anyway). So make sure your slides pass what I...
Original Source: Schroeder and Schroeder Inc.
"In today’s rapidly changing business environment, organizations of all types need to undergo frequent transformation in order to remain...
Most sales organizations have two kinds of salespeople: individuals who actively go after and get new deals, aka “Hunters;” and those who grow and nurture existing relationships, aka “Farmers.”...
To maximize value in an outsourced arrangement, performance characteristics relevant to the delivery of an overall service must be well understood. Similarly, tools and methodologies to measure...