Procurement Zen - Valuable Insights in Negotiation and Procurement: Recent Episodes
Phil Kowalski
Procurement Zen is the podcast for anyone interested in negotiation and procurement. I share valuable tools, negotiation approaches, book reviews and interviews with seasoned negotiation pros. You will discover new findings and discuss ideas and new approaches to the world of negotiation. Kick your career to the next level with insights that help you win approaches that will help you achieve your desired negotiation results.
Visit our website https://www.procurementzen.com/youtube to free up your time and take our digitization course - completely for FREE
In this week we focus on a procurmenent classic - the Purchasing Chessboard. Developed and finetuned by the consultants at AT Kearney, this book gives a good approach to deal with suppliers in different situations.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/youtube to free up your time and take our digitization course - completely for FREE
This is the 5th and final part of the interview with author and leadership expert Jeffrey A Krames. In this episode we cover how the pandemic has changed our lives and what it means for us as leaders.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/youtube to free up your time and take our digitization course - completely for FREE
In part #4 of the interview that Jeffrey and I had, we discuss how to deal with conflict and the qualities of US president Joe Biden.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/youtube to free up your time and take our digitization course - completely for FREE
Part 3 of the conversation with Jeffrey covers the teachings of the legendary Peter Drucker, that Jeffrey hat the pleasure to work with.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/youtube to free up your time and take our digitization course - completely for FREE
In part 2 Jeffrey and I discuss failure as a key ingredient to success.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/youtube to free up your time and take our digitization course - completely for FREE
This is part 1 of my conversation with publisher, author and leadership coach Jeffrey A Krames. In this initial episode we talk about Jeffrey's background and his evolution of leadership.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
In this 5th and final part of my conversation with Diana Jones, we discuss being influential and building trust.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
In this 4th part of my conversation with Diana Jones, we talk about a leaders "pit crew", how you can make other people talk about your skills and talents and about policies and relationships.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
This is part 3 of my interview with Diana Jones, internationally acclaimed leadership coach and author. In this part we discuss about audiences, how people bond and presentations.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
In this part 2 of my interview with leadership coach and author Diana Jones I discuss how conversation happen, how people bond and how presentations can help.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
This is another great interview series. This time I have the joy to talk to Diana Jones, internationally respected leadership coach and author. In the first episode we discuss what leadership is and why you should not think in org boxes.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
This is part of a multiepisode interview with Dan Broderick, CEO and Co-Founder of www.BlackBoiler.com
In this fifth and final part of the interview Dan shares some insights into the technology behind Blackboiler and how machines and humans can work together.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
This is part of a multiepisode interview with Dan Broderick, CEO and Co-Founder of www.BlackBoiler.com
Part 4 of the discussion covers how technology and tools can help us as their users to fulfill our processes.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
This is part of a multiepisode interview with Dan Broderick, CEO and Co-Founder of www.BlackBoiler.com
In this part 3 of our interview, Dan and I talk about digital mindset and what people usually work with contracts
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
This is part of a multiepisode interview with Dan Broderick, CEO and Co-Founder of www.BlackBoiler.com
In part 2 of the series, we discuss the scientific approach of Blackboiler and how it enables its users to work where they currently are.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
This is part of a multiepisode interview with Dan Broderick, CEO and Co-Founder of www.BlackBoiler.com
In this part of the series we discuss how Dan came into contract negotiations, what he learned from it and how he and Blackboiler want to improve it.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
This is a multimedia episode. If you want to see the video go to https://youtu.be/u2e9F6dkX18
In this episode I show you some neat techniques that you can use to gain more insights using Google. This works for vendor, market and a lot of other researcher you do during a negotiation.
If we reach 50 comments under the video, I will do a free online course about the topic with much more depth.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
This week we will cover what procurement has learned from the COVID crisis. Today we talk about 10 digitization trends that have changed a procurement pro's life massively during the pandemic.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
This week we will cover what procurement has learned from the COVID crisis. Today's learning is about how an increased agility in our own teams will benefit us.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
This week we will cover what procurement has learned from the COVID crisis. Today's learning is about monitoring, managing and mitigating risks.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
This week we will cover what procurement has learned from the COVID crisis. Today's learning is about a more holistic view to spend management. Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Episode 100! What an amazing journey.
In this episode I say thank you to some interesting people I had the honor to talk to.
If you want to reach out to me, you can always email me at phil@procurementzen.com
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
This week is special because we are approaching episode number 100!!! So therefore I will review together with you the most interesting episodes. In this episode I talk about something everyone in procurement knows - early involvement
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
This week is special because we are approaching episode number 100!!! So therefore I will review together with you the most interesting episodes. In this episode I will talk once again of how we covered Framing & Anchoring and what categories we developed.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
This week is special because we are approaching episode number 100!!! So therefore I will review together with you the most interesting episodes. Today I cover the best negotiaiton books. You can also read more at https://www.procurementzen.com/negotiation/best-books
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
This week is special because we are approaching episode number 100!!! So therefore I will review together with you the most interesting episodes. Today we start with the 111 best negotiation techniques you can find over at https://www.procurementzen.com/negotiation/techniques/
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
This final episode concludes our week long focus topic of higher authority. In this part we discuss how you can fight off higher authority if you have the asusmption that someone uses it against you.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
In this episode we cover how to turn something everyone hates - a policy - into something you love as a negotiator. Listen carefully!
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
Episode number three of the "higher authority week" talks about how to use this approach to buy you more time. Short and long term.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
This second episode on higher authority covers why it does make sense to be vague and how to approach it (hint: make the higher authority a group).
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
Ín today's episode we kick off our week long topic of using higher authority in negotiations.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
Today is a little bit a continuation of yesterday's rant. I show you why basically everyone in your company should stand in line and thank you every day. :)
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
In this episode I rant a little bit why the negotiation of percentages is outright stupid and why real world money - Dollars, Euros, Pesos - are much better.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
Today we talk about an important negotiation approach that most people either can't stand or overlook. If Anchoring is King in negotiations, this trick is queen. Plus it's easy and hard to do at the same time.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get free access to the alpha version of my procurement digitization course.
In today's episode we play hardball - extreme hardball by using extreme reluctance. This concept is a very aggressive move and this episode shows, when to use it, how to prepare it and what to take care of.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com to get more great content to positively influence your negotiation results.
This Monday we are going - once more - back to the great book from Roger Dawson "Secrects of Power Negotiating". This time we cover the 3F Formula, what it is, why it works plus some examples.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/CoE read the original article over at Future of Sourcing.
In this weeks final episode we have a look at an often times overseen team in procurement - the Center of Excellence. This group can be a massive growth driver in any procurement organization.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital get access to our FREE online course about hands on digitization in procurement using KNIME.
On this Thursday we discuss why sometimes - especially with those nasty suppliers - it might make sense to discuss process questions before diving deep into the clauses of a contract. Hint: It all has to do with having some solid foundations.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get our free online course on how to hands on digitize procurement using KNIME.
Total Cost of Ownership or TCO. Have you heard this term before? It is very important to every negotiation and in this episode I share, why I think it might make sense that you sometimes make concessions for the "greater good".
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/001 to download the negotiation playbook for free.
In this episode we discuss why good teamwork benefits the negotiation results and how to ensure it.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/001 to download the negotiation playbook for free.
Todays episode covers why you should take notes and which system you should use for what notes?
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/videos to get notified once the free online course Storytelling Videos for Procurement comes out.
In this episode I am going to share my secret weapon with you that has helped me to get and stay in the head of my demand owners, being remembered in a positive way.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get access to our free online course Digitization for Procurement Pros.
Today we discuss a controversial question. Should we call our stakholders and especially our demand owners "customers"? I think YES and in this episode I share reasons why.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/digital to get FREE access to my high quality online course "KNIME for Procurement Pros".
In this episode I share with you my love for the KNIME Data Analytics platform and why I think it can benefit you, too.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com/books for my personal choice of the best negotiation books.
This week kicks off with why I personally believe that starting your career in procurement is a great idea. We cover 5 reasons that make it my top choice.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
This week we have another great interview guest: Roberta Matuson, author of the book "Can we talk". This is the fifth and final episode of the interview. In it we discuss curiosity and how beneficial it is to ask questions.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
This week we have another great interview guest: Roberta Matuson, author of the book "Can we talk". This Thursday's discussion is part no 4 of the interview, where Roberta and I talk about people that always want to be right, inflexibility and the challenge of doing things virtual.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
This week we have another great interview guest: Roberta Matuson, author of the book "Can we talk". Part 3 of this interview has Roberta and me talking about how you can improve your "difficult conversation skills" and how practicing helps you to get through it.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
This week we have another great interview guest: Roberta Matuson, author of the book "Can we talk". In the second episode we cover things like conversations with peers and signs that a tough conversation is coming your way.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
This week we have another great interview guest: Roberta Matuson, author of the book "Can we talk". In this first episode we talk about having open conversations and how this improves workplace atmosphere.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
Today we finish off this interesting week with reasons why it is more important to show and present visuals rather than talking alone. I also repeat my small little trick that was worth thousands in this episode.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
Today you cover a technique that you can use to your great advantage. We also talk about why and what that has to do with your dignity.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
In today's episode it's going to be personal. I share some little known secret about me and how I learned to use it to improve my negotiation results. You also discover why this works for a lot of people (hint: it's in our genes)
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
We learn from guys like Ironfist Mike Tyson and Napoleon Bonaparte why flexibility is king. Adjust, adjust, adjust. This episode tells you why.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
Never accept the first offer. Heard that before? Well, it is true and in this episode, we cover why it might be even harmful to a deal.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
This week we are going to inverview author and negotiator Gaetan Pellerin about Mindful Negotiations, which is his awesome book. In the fifth and final part Gate and I discuss How our Genetic Heritage Influences our Behavior.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
This week we are going to inverview author and negotiator Gaetan Pellerin about Mindful Negotiations, which is his awesome book. Part 4 covers a range of things we discuss such as Staying in Control of Emotion, Being Flexible and How to Deal with Bad Emotions such as fear.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
This week we are going to inverview author and negotiator Gaetan Pellerin about Mindful Negotiations, which is his awesome book. In this part we will talk about the Perception of Procurement as well as Different Personality Types.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
This week we are going to inverview author and negotiator Gaetan Pellerin about Mindful Negotiations, which is his awesome book. Today we cover topics like Being Mindful in Negotiations and How to Deal with other People in Your Team.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
This week we are going to inverview author and negotiator Gaetan Pellerin about Mindful Negotiations, which is his awesome book. In this episode we talk about Storytelling and Emotions in Negotiation
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
How do you ask for more? Here's a nice little fable from Roger Dawson's amazing book "Secrets of Power Negotiating" that shows why making concessions benefits nearly any deal.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
Anchoring is a powerful negotiation tactic. But how do you come up with a good anchor? This episode shows you my two favorite methods.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
Never run into a deadlock situation. Ever heard that before? It might be true, but sometimes having a deadlock will benefit your overall results. This episode shows you why.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website https://www.procurementzen.com for the latest episode.
This episode covers, which crucial step to take before you place an anchor.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Visit our website over at https://www.procurementzen.com for more insights and valuable resources.
In this episode we cover some key abbreviations your hear over and over again in procurement.
The ProcurementZen Experience - our new format: rought, uncut, open and honest.
Visit our website https://www.procurementzen.com for the latest episode.
In this episode of the podcast we talk about the three phases of a negotiation (early, middle, end) and what tactic to apply where.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
- for example win-win
- the example of the organe
- one wants the peel for the cake
- the other wants the juice to drink
- most of the times it's not that easy
- more often than not both parties want the same resource - money
- one party wants to earn as much money as possible
- the other party wants to save as much money as possible
- the jibberish talk of expanding of things that are to share between both parties
- i have been dealing with automotive customers as a supplier in the past
- if you start with this stuff, you are up for an unpleasant surprise
- in addition, there is simply - excuse my french - assholes out there
- sales people that want to boost their own ego and would never accept compromises because it makes them feel they "lost"
- dominant personality types are very overrepresented in this group
- and the same is true for procurement people
- 800 pound gorillas who use their market power to squeeze the last drop out of a supplier just because they can
- I also want to refer to Chris Voss book "Never split the difference" which is a breathtaking realistic view on negotiations
- Chris is a former FBI hostage negotiator who applies his live saving techniques to business negotiations
- if you apply the win win or compromise principle of FIsher and Ury to hostage negotiation what is the outcome?
- ok, Mr Gangster, you give me two hostages and can kill 2?
- not acceptable at all
- let me share my personal view
- disclaimer: this is an ugly truth from my point of view.
- the master negotiator is one that can switch to a model based on the situation
- Let me make this clear based on the previously mentioned win win
- this is often a beneficial concept when there are two soft negotiators
- these can find a good joint agreement because both are willing to give in
- soft and and hard, does not work because hard won't make any concessions
- hard and hard also yields no result: they simply cannot give in one inch to come to a level where it makes sense to constuctively discuss
- soft and soft is the only model, where win-win works, no matter if you put the Harvard label on it or not
- tomorrow for example we are going to talk about the phases of negotiation:
- early, middle and late phases
- that is another great example of negotiation dynamics
- there is no one size fits all phases
- there are tactics and models you apply early
- and there are different models you apply middle or late in the negotiation
- if you do not want to miss this episode, make sure to hit that subscribe button in your podcast app or listen to us live on procurementzen.com
Go to https://www.procurementzen.com/050 to win a copy of CIaldini's masterpiece
This is the 6th and final part of the series about Cialdini's weapons of influence. Today we are going to talk about scarcity, an approach I have rarely seen anyone else using the way I do it.
Part 1 https://www.youtube.com/watch?v=k_NOu5AjtHo
Part 2: https://youtu.be/NkCGSW7P8ls
Part 3: https://www.youtube.com/watch?v=bxJ-rbxiUM8
Part 4: https://www.youtube.com/watch?v=nm-xy2_LXgE
Part 5: https://youtu.be/XsqZjUVZlSk
The episode where I cover Cialdini's book and a lot of others can be found here: https://procurementzen.com/negotiation/best-books/
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Go to https://www.procurementzen.com/050 to win a copy of CIaldini's masterpiece
This is part 5 of the series about Cialdini's weapons of influence. Our topic for this episode is liking, one of the most relevant human feelings.
Part 1 https://www.youtube.com/watch?v=k_NOu5AjtHo
Part 2: https://youtu.be/NkCGSW7P8ls
Part 3: https://www.youtube.com/watch?v=bxJ-rbxiUM8
Part 4: https://www.youtube.com/watch?v=nm-xy2_LXgE
The episode where I cover Cialdini's book and a lot of others can be found here: https://procurementzen.com/negotiation/best-books/
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Go to https://www.procurementzen.com/050 to win a copy of CIaldini's masterpiece
This is part 4 of the series about Cialdini's weapons of influence. Today we talk about authority. This is another very powerful weapon in any negotiators arsenal
Part 1 https://www.youtube.com/watch?v=k_NOu...
Part 2: https://youtu.be/NkCGSW7P8ls
Part 3: https://www.youtube.com/watch?v=bxJ-r...
The episode where I cover Cialdini's book and a lot of others can be found here: https://procurementzen.com/negotiation/best-books/
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Go to https://www.procurementzen.com/050 to win a copy of CIaldini's masterpiece
This is part 3 of the series about Cialdini's weapons of influence. Today we talk about social proof.
- Part 1 https://www.procurementzen.com/049
- Part 2: https://www.procurementzen.com/050
The episode where I cover Cialdini's book and a lot of others can be found here: https://procurementzen.com/negotiation/best-books/
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Go to https://www.procurementzen.com/050 to win a copy of CIaldini's masterpiece
This is part 2 of the series about Cialdini's weapons of influence.
Today we cover commitment and consistency.
Part 1 can be found here: https://www.procurementzen.com/049
The episode where I cover Cialdini's book and a lot of others can be found here: https://procurementzen.com/negotiation/best-books/
Go to https://www.procurementzen.com/049 to find the podcast version of this episode
This is the start of a new series, which covers Cialdini's weapons of influence.
We start with the first one: reciprocity. Give and ye shall receive!
The episode where I cover Cialdini's book and a lot of others can be found here: https://procurementzen.com/negotiation/best-books/
Go to https://www.procurementzen.com/048 to find the podcast version of this episode
In this episode we cover, how a mature procurement organization can address digital transformation.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Go to https://www.procurementzen.com/047 to find the podcast version of this episode 5th and last part on how to improve the external perception of procurement.
In this final part we're talking about a difficult topic. It is a thin line between someone who always raised an argument and being controversial. How to do it right? That's what we discuss in this episode.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Go to https://www.procurementzen.com/046 to find the podcast version of this episode
Part 4 of the mini series. It all has built up to this part of the mini series - you are your own brand. In this episode we cover, how you can and should market yourself with some easy tools that are available for everyone.
Part 1 (have a KILLER profile): https://www.youtube.com/watch?v=hzilCXmTn-E
Part 2 (develop thought provoking ideas): https://www.youtube.com/watch?v=r5vbqkpYC-c
Part 3 (step up on stage): https://youtu.be/oFPgWghP8n0
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Go to https://www.procurementzen.com/045 to find the podcast version of this episode Part 3 of the mini series.
This time we cover something most people fear more than death: public speaking. But that is exactly the reason, why it is an extreme perception booster. Putting some speaking gigs in your CV lets you shine.
Part 1 (have a KILLER profile): https://www.youtube.com/watch?v=hzilCXmTn-E
Part 2 (develop thought provoking ideas): https://www.youtube.com/watch?v=r5vbqkpYC-c
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Go to https://www.procurementzen.com/044 to find the episode highlights and resources
Part 2 of the mini series. Today we we'll talk about how you can develop though provoking content for your procurement tasks that make people remember you.
Negotiation Playbook: https://procurementzen.com/negotiation-playbook/
Questions & Answers Tool: https://procurementzen.com/questions-and-answers/
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Go to https://youtu.be/hzilCXmTn-E to find the video version of this episode
Today we're going to start a new mini series. How can procurement pros boost how they are perceived by others? 5 steps to success. In this video we start with step #1 - having a KILLER profile.
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Connect with my KILLER profile on LinkedIn: https://www.linkedin.com/in/rpa-4-every1/
Quotefancy: https://quotefancy.com/
Go to https://youtu.be/cwhZ-2z_zh4 to find the podcast version of this episode
Our new format, rough, uncut, open and honest - the ProcurementZen experience. This is the second part of our episodes about procurement productivity.
Today we're going to cover the Eisenhower matrix. If yesterdays Pomodoro technique was great to gain focus on certain tasks, the Eisenhower matrix is amazing at finding out, which tasks to do after all.
Go to https://youtu.be/6Pu9F9WjaXM to find the video version of this episode
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
The next two part mini series will cover, how we as procurement people can get more things done. In this episode we talk about the Pomodoro Technique.
This will help you to focus and not be distracted.
The online timer mentioned in the video can be found here: https://e.ggtimer.com/
Go to https://youtu.be/o4LicXpD_Z0 to find the podcast version of this episode
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
After our mini series on agile procurement which we finished yesterday, today we will start why procurement should act as a company internal service provider.
Go to https://youtu.be/Q3v6Zm26SLQ to find the video version of this episode
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
The final part of our mini series on agile procurement method. Today, we're talking about Kanban.
You can find the other very entertaining video mentioned in this episode here:
https://www.youtube.com/watch?v=R8dYLbJiTUE
Go to https://youtu.be/9HI-GKAiydk to find the video version of this episode
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
This is part 2 of our 3 part mini series on agile procurement. Today we're talking about Design Thinking and how to apply it to a buyers everyday life.
The two resources mentioned in the video can be found below:
- Design Thinking Toolbox book on Amazon
https://www.amazon.com/-/de/dp/1119629195/
- Video about Ideo creating the next gen shopping cart using Design Thinking
https://www.youtube.com/watch?v=M66ZU2PCIcM
Go to https://youtu.be/QjcQIYBU1dY to find the video version of this episode
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Today we start a 3 part mini series on agile methodologies in procurement. Coming from an IT world, we cover what the methods are and how we can use them in our daily procurement life.
Go to https://youtu.be/SpGe1w3ta8Y to find the YouTube version of this episode
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Supplier research is a task, every procurement pro knows. Today we cover a few ways, how to approach this task.
Go to https://youtu.be/DIJ1-hApedA to find the video version of this episode
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
Today we're going to talk about sustainability in procurement. What it is, what impact it has and why I think it is important.
Go to https://youtu.be/P7QeJIQowLU to find the YouTube version of this episode
Our new format, rough, uncut, open and honest - the ProcurementZen experience.
This morning we cover one of the megatrends in procurement. But what does that actually mean? Why is neither top down nor bottomo up alone working? Find out in this episode!
Go to https://www.youtube.com/watch?v=jaRq6rC716A to find the YouTube version of this episode
Our new format, rough, uncut, open and honest - The ProcurementZen experience
Today we talk about what has changed during the COVID crisis for us as procurement people. See the 5 changes, procurement has to go through, that experts have uncovered.
In today's episode we have once again a negotiation guide. This time we focus on personality types using the DISC model.
As always, if you want further information, head over to procurementzen.com/032
Episode Highlights
- Everyone is different and we need to honor that
- What stories do we tell which kind of negotiators
- The 4 main personality types in DISC:
- Dominance
- Influence
- Steadiness
- Conscientiousness
- Dominant types (or high D's) → these people love to win. They apply force on others, sometimes not really caring about their needs and are very direct
- Influence types (or high I's) → these people really talk a lot. You feel their enthusiasm and patience
- Steadiness types (or high S's) → people with a high S, enjoy collaborationa and wnat to maintain the peace and finally
- Conscientiousness (or high C's) → these are people that favor accuracy above everything else and want to gain knowledge
Key Points
- You must accept that people are different to win in negotiations
- Tailor your procurement message to the corresponding personality type (it's about them not YOU!)
- DISC gives an easy way to quickly determine who you're dealing with
Resources
- https://www.procurmentzen.com/032
- DISC in Wikipedia
This is the second part of an interview with Martin Rand; CEO and co-founder at pactum (www.pactum.com). We continue our discussion on how we can benefit from AI to meet our procurement goals. Martin also makes a very special deal for all you listeners at the end of this episode.
Episode Highlights
- Martin provides further insight on how AI works and in what ways it can benefit us to meet our procurement goals
- Why is this global pandemic the best time for procurement people to make strategic considerations?
- Phil and Martin discuss different negotiation strategies and schools of negotiations and how they are integrated in AI
- Martin shares his companies success rate
- Martin announces a very special deal for the audience!
Key Points
- AI is not the next bidding platform, but its the very much needed in procurement.
- Strategic considerations need to be made during this crisis because right now ensuring deliveries is more important than squeezing some extra money from suppliers
- AI managed negotiations are in many ways better than negotiations done by humans for example AI can test all of the strategies and approaches and choose the best one.
Resources Mentioned
- www.Procurementzen.com/031
- Martin's medium article: https://bit.ly/2AfCwCZ
- www.Procurementzen.com/pactum
In today's episode, I interviewe Martin Rand; CEO and co-founder of Pactum (www.pactum.com). Martin not only has vast experience in negotiations, but he also shows how Machine learning and AI can help in negotiations.
We go over the hot topic "digitalization in procurement". Martin, being the CEO of a company that offers AI solutions in negotiations, has a lot to share in this regard.
Episode Highlights
- Phil introduces Martin Rand
- Martin shares with us his experience in the field of negotiation
- Martin tells us about his company "Pactum" and what it does
- Understanding what a pareto efficient deal is, why is it important to be on the pareto optimal line?
- How was the idea of AI deal optimization born?
- What is the process of AI negotiation and how does it work?
Key Points
- Human negotiated deals will always remain because human ingenuity is needed in large and strategic deals.
- AI negotiating is mostly useful for large enterprises where many deals are un-managed.
- Every negotiation should aim for a Pareto optimal outcome.
This is the 2nd part of the interview with Joachim Scheurich, who is a well-seasoned procurement expert. In the light of his vast on-field experience, Joachim shares with us the role of procurement during crises situations.
Major focus of this part of the interview is on changing environments in procurement.
Episode Highlights
- Understanding procurement in relation to crisis
- Looking at procurement holistically ; how it not only contributes to the commercial position of a company, but also its overall image
- Joachim answers the question "what will strategic procurement in the future be like?"
- Understanding "digitalization" in terms of procurement
- Who are the most important stakeholders in a company?
Key Points
- Change in environments, like situations of crisis or digitization, does impact procurement, but the core foundations and objectives of procurement always remain the same.
- Certain tools help to make procurement work in specific departments faster and easier, that does not mean every department should jump on it.
- Our own people are the key, without them procurement success is not possible.
Resources
- https://www.linkedin.com/in/joachim-scheurich-cpsm/
- https://www.ProcurementZen.com/029
- www.SellMoreIdeas.com
In this episode, I interview Joachim Scheurich, who is a well-seasoned procurement expert. Joachim shares his profound experience in this field and shares out of public view of the field.
He shares with us, how he started and how he grew in his role. You will hear a lot about great relationships and focusing on your customers.
Episode Highlights
- Phil Kowalski introduces Joachim Scheurich
- Joachim Scheurich shares his experience in procurement
- Joachim Scheurich shares his view on what challenges strategic procurement has to face
- Why is "seat at the decision table" important?
- As an enterprise it is crucial to know any changes in term to avoid embarrassment
- How can strategic procurement benefit an enterprise especially during the wake of the current covid-19 crises?
- What lessons can we learn from current crises & how can we apply them in future situations?
3 Key Points
- Curiosity is very important in any job including strategic procurement.
- Having no seat at the decision table means not being recognized in the executive pecking order?
- There is a lot you can do inside the procurement function if you are with the right company, if you are mobile and if you remain curious about what's out there.
Resources mentioned
- ProcurementZen.com
- ProcurementZen.com/028
- SellMoreIdeas.com
- Joachim Scheurich on LinkedIn
In this episode of ProcurementZen host Phil Kowalski provides a brief overview of various podcast episodes that can benefit both negotiators and buyers stemming from the Procurement Talk with David Byrne, Art of Procurement podcast with Philip Ideson, and Sourcing Industry Landscape with Dawn Tiura.
Episode Highlights
- Procurement Talk with David Byrne Series 3 Episode 5 - Communicating the Narrative focuses on clarity.
- Art of Procurement Episode 290 covers the value of digital procurement with a strong focus on the manufacturing sector.
- Artificial monopolies are never a good thing.
- Mobile IT systems are getting more attention in the B2C space.
- Sourcing Industry Landscape with Dawn Tiura episode called ‘A Procurement Leader’s Guide to Working Strategically with Finance’ with Coupa’s CFO Todd Ford and risk management expert Linda Tuck Chapman.
- Having an appetite for risk is discussed as a more holistic approach.
- Automation can free up resources so risk can be focused on.
3 Key Points
- Visuals work up to 60,000 times better and faster than a written word.
- Repeat your message multiple times, and then repeat it again.
- The 2008 recession made risk management more apparent with governmental regulations.
Resources Mentioned
- Ask me anything: ProcurementZen.com/Ask
- SellMoreIdeas.com
- Procurement Talk with David Byrne: procurementtalk.com Series 3 Episode 5
- Art of Procurement podcast with Philip Ideson: Episode 290: artofprocurement.com/episode290
- Sourcing Industry Landscape with Dawn Tiura: sig.org/procurement-leaders-guide-working-strategically-finance
In this episode of ProcurementZen - Valuable Insights in Negotiation and Procurement, host Phil Kowalski interviews Alexandra Carter, Director of the Mediation Clinic at the Columbia Law School a seasoned mediation expert and author of the book Ask for More: 10 Questions to Negotiate Anything. Alexandra Carter talks about her book, the 10 questions that are covered in the work, advice she has learned in her experience, and the power of knowledge and preparation.
Episode Highlights
- Why did Alexandra Carter write her book Ask for More: 10 Questions to Negotiate Anything?
- Why does she believe that questions are tools that are often neglected?
- Understanding what you want as an outcome is part of the knowledge needed for negotiation preparation.
- Take negotiation one step at a time instead of focusing on rigid choices.
- What are the pros and cons in negotiation?
- People falsely assume that procurement is easy and ‘everybody could do this.’
- Being open and clear up front is important in negotiation
- How can we get better at preparation?
- Body language tells you a lot.
- Do approaches to negotiate change when you get to higher professional levels?
- Organizations are just large groups of people.
- Steering relationships need to happen effectively and honestly.
- Silence is important for both negotiation and relationship building.
3 Key Points
- The best negotiators know that their great source of strength in negotiation is knowledge of yourself and the other person.
- The first 5 of the 10 questions in Alexandra Carter’s book are ‘mirror questions,’ questions that you ask yourself.
- Transparency is the better way to negotiate.
Resources Mentioned
- ProcurementZen.com
- SellMoreIdeas.com
- Alexandra Carter’s Website: alexcarterasks.com
- Alexandra Carter’s Social Media: Linkedin
- Book: Ask for More: 10 Questions to Negotiate Anything by Alexandra Carter
In this part of the ultimate list of negotiation techniques,we go over one of my most liked negotiation techniques “storytelling and acting”. We cover twelve powerful techniques that involve telling stories and acting to get the most out of your negotiation. Each technique is explained in depth with scenario examples.
Some of these techniques can be combined with each other or with techniques we covered in the previous episode to construct a stronger impact.
Episode Highlights
- How to catch attention using subtle slides?
- How acting dumb can prove to be helpful when negotiating?
- Using psychological tactics to make them think it's not worth breaking a deal?
- Understanding to use aggressive techniques like insulting and fuming
- Using excuses against dominant personalities
- Understand how to build an irrational line of arguements and connect them to cause confusion
- How to get most out of a contract using complaining in a professional way?
- Reminding your counterpart to stay consistent
- How to over-dramatize a situation and achor a tiny unfavorable demand with it to make a negotiation favorable for you?
- Focusing on the role of the decision-maker and using their ego to your advantage.
- How to use social proof to sound more credible?
- How to bait the counterpart with awards to your advantage.
Key Points
- You have to be a real good actor to use "playing dumb" technique.
- Use techniques like "No way back" and "complaining" late in the process
- Be careful using techniques like Insulting and fuming, use them appropriately
Resources Mentioned
- ProcurementZen.com
- ProcurementZen.com/025
- SellMoreIdeas.com
In this episode of I break down the second to final episode under negotiation techniques into two categories. These categories are Listening Techniques and Physical Negotiation Techniques, both of which have their own sub-categories. I recommend selecting the particular technique that works best depending on the situation and what the negotiator aims to achieve. Or even combine two or more techniques when it’s deemed necessary.
Each technique is explained in depth with scenario examples.
Episode Highlights * What does Speed of Speech help the negotiator to uncover? * Inactive Listening works as a good pattern interrupt * What is Listening by Selection more familiarly known for? * What does everyone say about Active Listening? * How does Competitive Listening differ from Active Listening? * What is the main purpose of Combative Listening? * Why is Passive Listening an aggressive type of Listening Technique? * Attentive Listening offers more opportunities to spot body language and non-verbal cues. * Tactile Warmth leads to more concessions. * Serve sweet food for a higher chance of your requests being favoured. * How can one become a more believable negotiator? * How does a noisy environment help raise a person’s closer attention? * Leverage on hunger for a faster concession. * What kind of weather is favourable to an agreement and when is the best time of the day to hold a meeting?
Key points 1. The big negotiation part is where you increase the other party’s insecurities. They cannot tell what you are thinking hence, they are making up potential scenarios in their minds. 2. The topic appears more important if it draws attention. 3. A firm handshake on an important topic usually seals the deal.
Resources The Ultimate List of Negotiation Techniques
ProcurementZen Ask Me Anything
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The art of deal designing could be very helpful to make things go your way during a negotiation.
In this part of the Ultimate list of Negotiation Techniques, host Phill Kowalski teaches you exactly that.
We go over several clever negotiation techniques that you can use to design a deal in your favor.
Each technique is explained in depth with scenario examples.
Episode Highlights:
-
1- Phil explains how demanding inflation could be a useful tactic in designing a deal in your favor.
-
2- How asking for upgrades even if you don't get the upgrade could be a good idea?
-
3- Making an unrealistic counter offer as an extremely powerful tool in deal design.
-
4- How to use Bundling tactic to improve your position in a negotiation?
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5- What is a giveaway list? how to incorporate them while making counter offers?
-
6- How no response to any counter offer could motivate the other side to improve their offer.
-
7- Make yourself standout using differentiating tactics.
-
8- Use human nature of being fair to your advantage.
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9- Dramatizing a certain point ; an extremely powerful tool.
-
10-What to do when you need more time for a negotiation?
-
11-Indicate the interest of the other side using waste of time tactic.
-
12-Use process change tactic to indicate how much the other side wants to do business with you.
Key points:
-
You can use tactics used by suppliers as a buyer
-
Aggressive tactics pose high risk but could give high rewards, use them cautiously
-
Research shows to use precise statements are more acceptable to the other side
Resources Mentioned:
-
ProcurementZen.com/023
-
ProcurementZen.com/ask
-
SellMoreIdeas.com
In this episode of ProcurementZen we continue the ultimate list of negotiation techniques. In this episode Phil Kowalski puts focus on anchoring techniques.
Episode highlights
- Big initial number - big numbers if you aim high, small numbers if you want low prices
- Look into past techniques. Works very good because of consistency and commitment
- Reframing - putting a fact that is important to you to another frame of reference.
- Reducing their expectations - Open negotiations by stating what is impossible to you.
- Downplaying the other side - downplaying the other side’s facts.
- Our rules - also known as policy based. Asking for proof is best way to fight this technique if applied to you
- Black and white - refers to contrast. This technique is about the relation between topics.
- False split - good negotiators never split the difference.
- Topic jumping - It's a confusion tactic that you use to derail the other side.
- Stroking one's ego - appealing to other people's ego is powerful.
- Doing favors - We humans tend to give back. It's very hard for us to owe something.
- Flattery - They help to establish a positive mood.
- Negotiations performance compliments - Use this negotiation tactic on small items, then you can ask for return on big items.
- Gaslighting - a very aggressive tactic, so be careful if you want to use it.
- Open frames - using open frames as hitting up the other side's imagination.
- Introduction of new people - allows to question previously agreed items.
- Electronic negotiations - through the design of the tender, the negotiator sets the frame.
- The power of the first action - This means that if you see a first offer as reasonable, you tend to go for it and not wait for the next one.
Key points
- Good negotiators never split the difference. Only split the difference when you have artificially increased the values.
- Create a positive mood while negotiating.