Supplier Preferencing
What is it Procurement teams may invest significant amounts of time and money undertaking spend analysis of all procurement expenditure ...
Vendor Managed Inventory
Vendor managed inventory (VMI) is a collaborative system whereby the vendor (supplier) is primarily responsible for managing the ...
Improving Demand Management through Visibility, Analytics, Collaboration and Performance Management
Demand management is a planning methodology used to forecast, plan for and satisfy the demand for products and services. It balances ...
Supplier Relationship Management Podcast
During this podcast we explain how procurement and supply can be harnessed to help millions of Africans have access to the best care ...
Basic Negotiation
The success of your organisation will be influenced by your ability to buy the products and services you need at the right price and of ...
Ask the Expert - Negotiation Takeaway!
Ask The Expert - NEGOTIATION
Here HPA has provided the theoretical principles of negotiation to support and strengthen the skills procurement teams hold and also ...
Negotiation Stages
What is it? A negotiation meeting is generally seen as having four stages: opening; testing; moving; and closing. However, in order to ...
Negotiation Behaviours
What is it? Kennedy identifies two usual modes of negotiating behaviour:[1] The red style is the use of manipulative tactics and ...
Negotiation Variables and Objectives
What is it? Negotiation variables are the content issues for a negotiation which determine its scope and focus. Some negotiations may ...
Persuasion Techniques
What is it? Persuasion is encouraging someone to do something that they might not otherwise do. It is an essential negotiation ...
Questioning Techniques
What is it? Asking frequent and effective questions is one of the behaviours of skilled negotiators. Asking questions (along with ...