Most of us have learned how to negotiate to get the best “deal.” Many savvy negotiators have by now learned the hidden secrets of “winning” by shifting risk to the supplier through contractual terms and conditions. However, in our zeal to get the deal done and win at the negotiating table, are we setting up our supplier relationship for a virtual death spiral? This session explores some of the most common ways buyers shift risk to their suppliers. We will share insights into why claiming victory at the negotiation table can mean laying the foundation for what is often the beginning of the end for your supplier relationship. This highly interactive (and entertaining!) session will open your eyes into the hidden costs and dangers of shifting risk.
Topics in this session included:
- Common risk shifting factors and how to spot them
- What your supplier thinks (and does) when a buyer shifts risk unfairly
- Techniques for creating lasting relationships that deliver
- How to use the pricing model to drive better outcomes
Categories: 2015 Spring - Amelia Island, Summit Presentations
SRC Type: Outsourcing, Risk Management, Sourcing Management