Monopoly

Every monopoly in your supply base was once a new contract, signed by somebody who had a choice. Not one of them was...

A supplier arrives asking for twelve percent across a category worth £4 million. That is £480,000. Most buyers negotiate the twelve. Some get...

Here is a question that takes fifteen seconds to ask, and which a monopoly supplier cannot answer well. Look at the increase you...

Everybody in procurement knows the single-source supplier is expensive. Almost nobody can say how expensive, in pounds, on a page. That gap is...

Every negotiation technique you’ve ever been taught depends on one thing: the possibility that you might not do the deal. The anchor works...