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Wednesday, November 22, 2017

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Negotiation


Creating competition is an excellent tactic to use during several turnaround situations. This 3 page White Paper deals with one such supplier scenario: the case of the entrenched incumbent. Any compan…   
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Fair Deal Philosophy Fair Deal Philosophy
Are you continually frustrated by vendors who never seem to follow your relationship “ground rules”? This single page Fair Deal Philosophy is an excellent solution, one that allo…   
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How Good a Deal Can You Make How Good a Deal Can You Make
A frequent obstacle to professional negotiations is the customer’s attitude toward negotiating. In many cases the customer has a friendly, close relationship with the supplier.  This 3 page…   
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Negotiating with Incumbent Suppliers -A ten-step process to succeed with incumbent, entrenched, and entitled suppliers Negotiating with Incumbent Suppliers -A ten-step process to succeed with incumbent, entrenched, and entitled suppliers
Dealing with existing, entrenched and/or entitled suppliers may be the most difficult task faced by procurement professionals and project managers. Often the perception by both parties is that the cus…   
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Ten Truths of Negotiation Ten Truths of Negotiation
In today’s competitive marketplace, doing better deals and managing deals better are essential elements for streamlining processes and increasing profitability. Technological advancements will r…   
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The Negotiations Environment and Control Scenarios The Negotiations Environment and Control Scenarios
Often it’s the “little things” that create a major impact. Attention to detail in “staging” your company’s negotiation sessions, including environmental, physical a…   
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Vendor Ploys Vendor Ploys
Want to be prepared the next time a vendor attempts to sway a deal to his favor? ICN’s explanation of popular vendor ploys will arm you for many of these tricks. Learn how to counteract the &ldq…   
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What Makes a Good Negotiator-8 Attributes What Makes a Good Negotiator-8 Attributes
Are you a good negotiator? After reading this 2 page document, experienced negotiators will be even better and beginners will stand out when it comes time to huddle around the negotiating table.&…   
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