Forbes — 14 February 2018

How often do we come to the negotiating table or the procurement process with the idea of treating each other as equals during a negotiation?

Outsourcing Practices to Avoid

Traditional negotiation tactics all too often include hiding authentic intentions and using scare tactics to help tilt the playing field to their advantage. While aggressive tactics may get a short-term win, they often backfire, especially when used in longer term strategic supplier relationships and outsourcing contracts. These five scary practices should be avoided: Penny Wise […]

Sharing Knowledge is Power Multiplied

Most everyone would agree with the adage that knowledge is power, but what about sharing that knowledge? Some might argue that in the context of a contract negotiation, for example, knowledge provides a competitive advantage—so why share it? I would argue just the opposite. In a strategic relationship, holding your cards close to the vest […]

…Then You Win

“First, they ignore you, then they laugh at you, then they fight you, then you win.” The quote is attributed to Mahatma Gandhi, and I wanted to share it because I believe it is relevant to the Vested business model, and the way negotiations should go in a non-violent/nonconfrontational environment. The “ignore” part is the […]

A Compromise that Sent 150 Strangers to the Beach!

JetBlue recently engaged in a social experiment of sorts aboard one of its aircraft: the result was an interesting lesson in both social dynamics and the value of working together for the best results. As related in an UpWorthy post last month, The 150 passengers on Flight 603, bound for Phoenix from Boston, were asked […]

It’s All Personal!

It’s time to bury that old excuse for bad or questionable behavior in business – you know, the one where the executive “kindly” remarks after stepping all over someone, “It’s not personal, it’s just business.” At the International Association of Outsourcing Professionals (IAOP) conference this week I was sitting in on a session on negotiation […]

Forbes — September 2015

Beyond A Fair Price: Proven Approaches To Buy Value Article by Kate Vitasek published 14 Sept. 2015 on the Forbes Leadership site. Many buyers and suppliers are easily frustrated when it comes time to negotiate a fair contract price that preserves and increases value. In fact, it is paradoxical. On one hand the parties discuss […]

Negotiation Wisdom from JFK

In a recent LinkedIn post Kees Van Der Vleuten, Director, KC MT Services, talks about the need to understand and use “expectation management” while embracing collaboration in the value chain. His well-said point is that by fully embracing collaboration—and measuring and monitoring the results of collaboration—“it is possible to achieve greater and more sustainable results […]

Golden Balls: Taking Advantage of Tit-for-Tat

A few years back I shared a clip from a popular British game show, Golden Balls, which illustrates in an entertaining way game theory and the prisoner’s dilemma. Today I want to share another clip from the same show to explore another aspect of game theory: tit-for-tat. Tit-for-tat is a common term used in game theory. The concept […]

Procurement Professionals — May 2015

WEST COAST PORT LABOR DISPUTE PUTS EMPHASIS ON NEGOTIATION PRACTICES, CONTINGENCY PLANNING Guest post by Kate Vitasek published on the Procurement Professionals blog 7 May 2015. Here’s the link: http://bit.ly/1AHM8dX