5 posts tagged with "negotiation"

Difficult Conversations

February 1, 2021

Hello buyers, today we are going to talk about one of the most common issues in a buyer's life: Negotiation!
Buyers are usually known for using their negotiation skills to achieve the expected result. Sometimes these skills are natural and other times they are developed in courses or exercises. This is also where we find the trap that can lead buyers to failure in the long run.
Among the hundreds of existing negotiation techniques (we will talk about them in another article), some suggest...

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Supply and Purchasing Agreement Clauses II

December 18, 2020

Hello purchasing professionals! In the last post, we talked about the contractual clauses considered of low complexity (price adjustment, rebate, force majeure and contingency plan), now that you already know them and understand how important their application is to protect your company and your supplier, let's discuss the medium complexity clauses, which are: Exclusivity, Competition, Right of First Refusal, and Take or Pay.

Exclusivity: This is commonly mixed up with the competition...

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Supply and Purchasing Agreement Clauses I

December 14, 2020

So, you are a buyer and received a demand, looked for new suppliers if needed, evaluated the best source of supply, negotiated the commercial conditions, registered the item properly in your system and … done? Not at all! If the item in question is classified as an "A" or "B" item on your ABC curve, the development and signing of a Supply & Purchasing agreement is essential.
A properly written contract is one that clarifies to the parties “who does what.” Ideally, the contract should be...

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The famous cost breakdown

March 2, 2021

Certainly you, a purchasing professional (or Supply Chain), have heard of cost breakdown. But, why is this concept so important that even exercises related to it are often used as an elimination criterion in job interviews?
The cost structure not only allows an understanding of the material or service’s cost composition, but also guides the authorization of price adjustments when they are requested. Let’s use an example to facilitate understanding: You are responsible for the glass packaging...

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Strategic Sourcing

May 10, 2021

If you are a Supply Chain professional, specifically in the Purchasing field, you have definitely heard about Strategic Sourcing at some point. But do you really understand what this is? If not, don't worry, we will help you understand how simple and uncomplicated it is.
Strategic Sourcing is a methodology that aims to transform purchasing processes. The term became popular between the late 1980s and early 1990s when consulting giants PwC, KPMG and A.T. Kearney (among others) started their...

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