Buyersmeetpoint

Hello and thank you for joining BMP Radio at our new home here on the Art of Procurement Network. This is Kelly Barner, Managing Director of Buyers Meeting Point and the Director of Intelligence for Palambridge. Today I am joined by Mark Bilgin. Mark is a career negotiator and the author of Mastering High Stakes Negotiations and he is joining BMP Radio for a regular podcast series on all things negotiation. In our last session, we spoke about some of the things that business negotiators can learn from the precarious situation with North Korea, specifically how to handle multi-party negotiations when you are counting on one player to use their leverage with another of your behalf. This week we are going to move on to a related point: negotiating with an unpredictable entity. I started the conversation by asking Mark how we can prepare to negotiate with a person or organization that we aren’t sure will live up to their end of the bargain.