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Explore Procurement Is Still Getting Negotiation Wrong — And It’s Costing Millions with 3,482 views, 11 likes, and 3 comments. Experience the impact of this video content that has captured audience attention.

For years, procurement has been told to create savings, reduce risk, and protect the business. But what if some of the very tools procurement uses to achieve those goals are actually destroying value? More tenders. More competition. More pressure. More “best and final offers.” More focus on unit price. In this episode of The Negotiation Room, Rikke la Cour Tobiassen, Tim Cummins and I challenge some of the most established assumptions in procurement and commercial negotiation. The central question is simple: Are we training procurement teams to create better deals — or simply to find cheaper suppliers? Traditional procurement has often been built around control, competition and price reduction. But a lower price does not necessarily mean a better commercial outcome. If aggressive price pressure damages innovation, increases supplier risk, reduces transparency, destroys trust or simply moves cost somewhere else in the relationship, the “saving” may never have existed in the first place. We discuss where procurement continues to leave value on the table and what needs to change. We explore how procurement teams can move from price reduction to value creation, how to build stronger supplier relationships without sacrificing commercial discipline, and why negotiation should be treated as deal architecture rather than a battle over price. This is not about being softer on suppliers. It is about being commercially smarter. If you work in procurement, supply chain, contracting, sales, commercial management or negotiation, this conversation may challenge some of the assumptions your organization has operated under for years. Featuring: Rikke la Cour Tobiassen, Dr. Keld Jensen and Tim Cummins The Negotiation Room — World Commerce & Contracting What do you think? Is procurement still too focused on savings and price — and not enough on total value? Share your view in the comments. Procurement Is Still Getting Negotiation Wrong — And It’s Costing Millions #Procurement #Negotiation #StrategicProcurement #SupplierManagement #ValueCreation #ContractManagement #CommercialManagement #NegotiationStrategy #WorldCC #SMARTnership

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