Editor’s Note: This past week has been very interesting in terms of it being a small world.
To start, my writing partner for our new book The Future of Procurement (#FutureBuy) Kelly Barner, brought to my attention the fact that a book she is reviewing for Buyers Meeting Point on negotiation made a page 2 reference to my post questioning the merits of the “you don’t get what you deserve, you get what you negotiate” mindset.
Then earlier today, I read this post in Roz Usheroff’s blog The Remarkable Leader which asked the question are women better negotiators than men. A thought provoking post to be certain, in providing the answer to the question the article raised, Usheroff makes reference to no other than . . . Kelly Barner. You see, small world!
However, there is considerably more to my sharing this post than the mere coincidence of random references. What I am talking about is a potentially significant shift in not only how we do business, but who is actually taking the lead in how we approach contracting in the procurement world.
Earlier this week I came across an article in which it was suggested that women in the purchasing world are positioned to become the new influencers and deal-makers because they understand the importance of building relationships and collaborating. Conversely, and in the same article, IACCM CEO Tim Cummins made reference to a study that senior executives – who are predominantly male – tend to lie to one another at the negotiating table when it comes to what they can actually do, in…
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