In the sales realm, the art of negotiation is a crucial skill, as salespeople frequently engage with prospects and clients. The problem is, in today’s marketplace, buyers – whether individuals or corporate entities – are more aggressive when it comes to negotiating terms of purchase. Many sales professionals fall short…
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“What is the best deal you can offer me?” This question is at the heart of negotiations. Of course, a lot of factors must be taken into account when arriving at the answer. The “best deal” isn’t necessarily the lowest price, but the one that allows both parties to achieve their objectives….
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It’s one of the oldest art forms in the world, but that doesn’t mean negotiation doesn’t need an update every now and again. A pandemic, supply chain issues and high inflation have combined to transform the negotiation landscape in 2022. Tactics we once relied upon may be more damaging than…
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It’s a seller’s market, which means traditional negotiation tactics don’t hold up any longer. Inflation is pushing prices up and sellers are passing this on. Banging a fist on the table and demanding a cost reduction will get you nowhere. More likely, the seller will walk, find another buyer and…
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Part science, part art, face-to-face negotiation is hard enough to master without the COVID curve ball. Unfortunately, time and tide wait for no one, so being stuck in the office or at home doesn’t mean business takes a break. Negotiations must continue, deals must be brokered, and all of it…
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Let’s be blunt. Negotiating with large enterprises is not the same as negotiating with small businesses. More specifically, we cannot apply the same risk management standards to a small company that we can to a larger one. It’s a pickle, because we want small businesses to be a part of…
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It’s a testament to what humanity can achieve when we work together that vaccines for COVID-19 are already being administered. While it’s a cause for celebration, it’s important to remember that it will be a long time before we reach worldwide herd immunity (if ever). As procurement professionals, we know…
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Reverse Auctions are a great way to generate significant cost savings. According to CNBC, companies are typically saving 10 to 20% by using reverse auctions, but I’ve also seen others quote savings over 30%. However, it’s got to be done right. So, how do you run a successful reverse auction?…
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Just last year, we published a blog outlining the value of a particular auction type: the reverse auction. It listed 5 benefits, which included: Lower purchasing costs through increased competition The potential to gain better savings than a present ‘target’ amount Time savings through a reduced negotiation phase Increased ability…
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Life used to be simple. There were blue collar workers and white collar workers. You either wore denim to the factory or starched and pressed whites to the office. Now, though, the coronavirus lockdown has introduced a “new” collar. The pyjama shirt collar. When we begin to leave lockdown, some…
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Comprara Pty Ltd
Comprara acknowledges the traditional Aboriginal owners of country, recognises their continuing connection to land, water and community and pays respect to Elders past, present and future.
