“Negotiation has, for decades, been viewed as a zero-sum game, with the success for one party being at the expense of the other.”
Tim states in the article that the market trends are changing towards more collaborative and sustainable supplier relationships. Bottom line preassure, a shift in the purchase of direct materials and products moving towards a growing volume of services and solutions as well as the need for greater efficiency, speed and improved business judgment. Getting the lowest price although not calculating what Kate Vitasek refers to as the “priceberg” can prove to have a very negative bottom line effect. Commoditization of services is the wrong way to go as risk management and governance is an ongoing task.
“These are early days in the transformation needed to address the emerging challenges.” Indeed – read the entire article and stay tuned for more!
Go >>here to listen to an interview with Kate Vitasek