It’s no surprise: sourcing professionals in huge companies tend to produce more effective negotiation results than sourcing professionals in smaller companies.
I’ve also observed that sourcing professionals in huge companies tend to occasionally be one-dimensional in their negotiation style compared to sourcing professionals in smaller companies, who have to be more creative. Hey, the “if-you-don’t-want-to-lower-your-price-I-have-five-suppliers-begging-me-for-the-business” line works, so it is hard to argue with that approach.
But what if you were in a smaller company? How would your negotiation style be different?
And should you consider other negotiation approaches in your current role? You know, suppliers aren’t necessarily caught off-guard when you kick off a negotiation in typical big company fashion.