Procurement in Perspective… #3

By Bertrand Maltaverne

Negotiations ain’t tug of war…

With the right focus, business relations are far from being a zero-sum game!

The challenge is to position negotiations and buyer-supplier relationships at the right level!

It is about time that Procurement understands that! If it does not, it will die…

What comes around goes around!

Some learnt it the hard way: Tesco, Carrefour… These recent examples are from the retail branch but other branches / sector are also known for a tug-of-war sort of approach to relations and negotiations.

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