Procurement Negotiations

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...

You’ll negotiate this contract twice in your career. They’ll negotiate it two hundred times this year. A sourcing professional juggles fifteen open projects...

Most procurement teams don’t lose negotiations at the table — they lose them before they even start. This article exposes 10 outdated beliefs...

Most negotiations start too late. These high-impact RFP preconditions help procurement teams take control early — exposing supplier risks, shaping the deal, and...

In procurement, smart framing beats force. This article breaks down how to use the Decoy Effect—a behavioural science tactic—to guide suppliers toward your...