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Off-The-Shelf IT Solutions - A practitioner's guide to selection and procurement by Martin Tate

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2 TALENT MANAGEMENT: SUPPLIER PSYCHOLOGYWith Cathy Humphreys

‘Nearly all men can stand adversity, but if you want to test a man’s character, give him power.’

Abraham Lincoln (1809–1865)

2.1 WHAT YOU CAN LEARN FROM THIS CHAPTER

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  • Understand the people occupying ‘the opposite side of the table’.
  • Realise the ways in which your behaviour can affect the behaviours and responses of your candidate suppliers, and consequently your project outcome.
  • Comprehend what a good sales prospect looks like to a candidate supplier.
  • Recognise it is in your interests to be a good customer, and how to be one.

2.2 OVERVIEW

For most organisations, selecting an ...

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