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Supernegotiate

by Gaurav Sharma

Negotiating to Failure : A Supernegotiating Case Study: Apple GTAT Deal

Here it is! Supernegotiate case study on Apple - GTAT deal. This case study is a stark reminder of how not to negotiate (Hardball tactics) when dealing with technical "first" innovations. Many, many lessons here! A podcast will also follow later this week discussing this case study in depth!

Season 1

Token Economics for Procurement Professional: Day 1 : The Basics

The first video is here on Token Economics! Day 1: The Foundations of Token Economics for Procurement Most procurement teams are not managing the costs of AI, as it is deemed too complex. Supernegotiate is here to simplify it. But the concern is real about the cost. A 10-turn conversation with your LLM starts at $10k/year per user. But upload a few documents, and that cost can jump to $80-90K annually. Nobody's measuring it because nobody understands this category yet. Thus, my recommendation is to establish token economics as a new procurement category in your organization! What will I discuss in this video? Well, my Rule of "3s". Types of Tokens The conversation history trap How thinking models are secretly expensive Some simulation of costs based on text-based chat versus document-driven Why? Because Procurement AI is heavily driven by document workload (RFP Proposals, Specs, Quotations, contracts, etc). That's why, as a Procurement Manager, you need to understand this. Follow my Substack for exclusive posts: https://lnkd.in/dv6WCrRr

Be careful about these top 10 issues in Negotiation #01 - Anchoring Bias

I have been reading about cognitive biases in Negotiations. We all are affected by the information and environment during any sourcing negotiations. Our "liking", "understanding", or even "perception." about suppliers or prices/discounts changes throughout the multiple rounds of negotiation. These misconceptions are what we call cognitive biases. So, I decided to make a series of videos on this topic. But Instead of one long podcast, I will release 4-5 short ones to keep it simple! Here is the first one! One of the most common biases - Anchoring bias. Usually, the first piece of information we hear sets the tone or, worse, "baseline" for further rounds of negotiation. Weak negotiators will then focus on making only incremental changes on the first anchor offer (like 30% discount / 50% discount etc.) and hence over relying on this! I have shared my opinion on how to keep yourself in check or handle the Anchoring bias in a negotiation! Follow supernegotiate on Youtube and LinkedIn for more such content!

Top 10 issues in Negotiation : Tip 2 and 3

In this episode, I am speaking about Sunk Cost and Anchoring Bias, Often, many negotiators will feel the burden of effort required to restart the negotiation, especially when the negotiation process has been going on for a while! Tune in to listen more on this.

Top 10 issues in Negotiation : Final 7 issues

In this last episode of the top 10 issues during negotiation, I have discussed seven more cognitive biases that even most experienced procurement professionals experience. Watch out for number 8 and 9 th!

Become a Master Negotiator : Part 1/2

In this new series, I will teach you my top proven negotiation techniques as a buyer. Most of these techniques are either learnt as my experience as a category manager or through various books such as Never split the difference by Chris Voss. Jump right in!

Become a Master Negotiator Part 2 of 2

Last part of my Become a Master Negotiator series. In this new series, I will teach you my top proven negotiation techniques as a buyer. Most of these techniques are either learnt as my experience as a category manager or through various books such as Never split the difference by Chris Voss.

Avoiding Sales Tricks in Procurement: 5 Tips for Savvy Buyers"

Are you tired of falling for sales tricks during the procurement process? Want to learn how to avoid getting duped and make smart purchasing decisions? In this video, I'll reveal 3 of the 5 tips for savvy buyers to stay one step ahead of salespeople and protect your organization's bottom line. From understanding common sales tactics to conducting thorough research and negotiating effectively, these strategies will help you make informed decisions and avoid being taken advantage of. Whether you're new to procurement or a seasoned pro, these tips will help you navigate the sales landscape and make smart, cost-effective choices. Keywords: avoid sales tricks, procurement, savvy buyers, protect bottom line, common sales tactics, thorough research, negotiating skills, informed decisions, cost-effective choices, navigate sales landscape, smart purchasing decisions. Do you want to learn more about Procurement and Spend Analysis? Buy my book here on Amazon. https://shortest.link/aRGd

Part 2 of 2 Avoiding Sales Tricks in Procurement: 5 Tips for Savvy Buyers"

And I am back with my new podcast on Sales Techniques used against Procurement buyers in Negotiation! In my last podcast, I shared the first 3 tips for sales techniques commonly used by sales teams against procurement buyers. Now, in this final podcast of the series, I'm sharing the last 2 tips to help procurement teams be aware and prepared for these tactics. As a Chief Procurement Officer, it's crucial to train your team to be able to detect and counteract these sales techniques. There is no need for expensive training etc. It is 2023, and there is so much content available online already! Use it. So, on your next offsite or Friday noon catchup, could you ask your team to spend 1 hour reading about negotiations or listento the content I am putting in every week? If the video format is required, it is available on youtube/supernegotiate. Search "Supernegotiate" and you should be there! Seriously, what's your excuse again for not upgrading yourself in 2023? ps: If you want to share your experience or have a chat on Procurement (Spend analysis, Negotiation, Challenges in 2023 and Digital transformation), I'd love to feature you on my next vlog. Connect with me on Linkedin at Supernegotiate me.#procurement #negotiation #suplychain #sourcing #negotiationskills #supernegotiate

UK's 6.5 BILLION PROCUREMENT DISASTER | SUPERNEGOTIATE CLASS

Ladies and gentlemen and welcomeback to SUPERNEGOTIATE. It has been quite a while since we last interacted. Now, I have been busy putting together a new series forus and this time I will be covering case studies. Case studies from the biggest procurement mismanagement and fiascos from the best and biggest organizations in the world. For the first one, I have for you the fiasco done by the Defence Procurement Department of UK. Chapters The program name Ajax. The budget size is 6.5 billion pounds.And the reason I picked up this as the first case study is this is Procurement 101 in What You Should NOT DO And How You Should NOT handle a procurement contract of this big size. What could have gone wrong has almost gone wrong in this horribly managed program. We have cases of design complications, we have cases of poorest schedule management, supplier performance management, communication gaps, cost overruns and poor contract negotiation skills. And to top that off, the budget overruns without any estimate and poor SLA management. And we are just barely scratching the surface.

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