I’ve spent much of my career in the procurement field and I’ve heard a heck of a lot of bunkum about the power aspect of the location for negotiations. I hear it again and again from buyers that ‘home is best’, with the ‘other side’ supposedly feeling more intimidated when they have to negotiate on the buyer’s home turf.
Read the whole blog and some great comments at Supply Management.
By David Atkinson
About David Atkinson
David has 28 years procurement experience in senior line management and consulting roles with a range of global organisations including Black & Decker, Lucas and Rolls-Royce. He has an MBA in Strategy and Procurement Management from the University of Birmingham where he is now a visiting lecturer. David trained in Mutual Gains Approach at Harvard Business School and holds other qualifications from Cranfield School of Management and London Business School. He a Fellow of the Chartered Institute of Purchasing and Supply (FCIPS) and holds the Diploma in Marketing from the Chartered Institute of Marketing (CIM).
