Monthly Archives: December 2018


Are Procurement people objective regarding their negotiation competencies?

[vc_row content_placement="middle"][vc_column][vc_column_text]In the third article of the series Key Negotiation Behaviours of procurement professionals (see: article 1, article 2), we discuss the results of the procurement survey of 109 respondents organised by Conti Advanced Business Learning (, a company that specialises in Negotiation and Influencing). Only those with over 5 years of Procurement experience were recorded in the survey where they were asked to rate their own competencies out of the 22 Key Negotiation Behaviours. A roundtable discussion involving 12 procurement executives then reflected on these results, leading to a dialog on the key takeaways from the survey results.   Results of the survey: Highest Scoring Competencies   Aligning with


The One Negotiation Behaviour that is Often Overlooked by Procurement

[vc_row content_placement="middle"][vc_column][vc_column_text]In my previous article on Key Negotiation Behaviours, we look at the most important behaviours in Procurement negotiations. According to 12 procurement executives at a Negotiation roundtable at the United Nations Office of Geneva, organized by Negotiation & Influencing consulting firm Conti Advanced Business Learning (, the five key behaviours for effective Procurement negotiations were   understanding the interests and priorities of all parties preparation negotiation in writing listening actively strengthening your alternatives ahead of the negotiations taking time for extensive research ahead of negotiation   I presented to the roundtable the findings of a survey I conducted prior to the meeting, where I asked 109 Procurement professionals with over

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