Who uses the dirtiest tricks in negotiations? - Supply Management

Who uses the dirtiest tricks in negotiations?

21 June 2013
Recently we’ve been running a series of negotiation workshops and the topic of ‘dirty tricks’ has surfaced time and again. Not satisfied with a rigorous negotiation process, supported by analytical tools, our delegates are reporting the level of trust between buyers and sellers continues to be eroded; some say largely driven by the economic crisis. So we thought we would gather a range of opinions from both sides. To that end, we’re running a survey to shed a little more light on the issue. So, to procurement professionals I ask ‘how often have you wondered during a commercial negotiation whether your sales counterpart has something up their sleeve, is withholding information, or is outright misleading you to get the best deal?’ ‘How much do you trust the sales person you are negotiating with, when a lot of money is at stake?’ The case of cyclist Lance Armstrong shows how high-profile cheating can be and financial scandals around Libor serve to remind us that where monetary gains can be made, unethical behaviour can thrive. The results of the study will be published and written up by Anderson Hirst (from the sales side) and myself (from the procurement side) for, hopefully, a fascinating - and sometimes irreverent - commentary on where the professions might be today concerning negotiation ethics.
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