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Procurement Project Management Success by Diana Lindstrom

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CHAPTER 8

NEGOTIATIONS

During a negotiation, it would be wise not to take anything personally. If you leave personalities out of it, you will be able to see opportunities more objectively

—Brian Koslow

Negotiations are a form of communication. We negotiate for many things every day. You will negotiate eating out with your family. Your children will negotiate their bedtimes with you. You will negotiate a raise with your boss. You will negotiate the price of a vehicle. As a procurement professional, you will negotiate for goods/services on behalf of your company.

Most people do not think about their everyday negotiations as “real” negotiations. Formal negotiations carry a connotation that intimidates many people. Lots of people even think ...

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