Buyersmeetpoint

Today I am joined once again on the show 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 this session, we’re going to depart from the straight and narrow negotiation topics we’ve tackled in the past and take on something a little trendier: AI.

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 this session, we’re going to talk about how no negotiation preparation can be considered complete without a careful study of the other party’s interests.

The April ISM-New York Report on Business was released on May 2nd at 9:45am Eastern and is available for download. I will add a link to it on today’s episode page. The ISM-New York Report on Business (like the other ISM reports) is compiled as diffusion indices –we add the percent of positive responses to one-half of those responding that conditions remained the same.  A reading of 50% means no change from the prior month, greater than 50% indicates a faster pace of activity, and less than 50% a slower rate. Each month is not so much a reading of the current level of activity as it is an indication of growth or contraction from the previous month. A note specific to the New York Metro area, where all of this report’s respondants are located: they are predominantly in professional services industries. While I’m sure that does not come as a surprise, it is important to keep in mind when you think about the context for the trends being reported by these particular purchasing managers.

The ISM-New York Report on Business and the national and regional ISM reports are compiled as diffusion indices – meaning we take the percent of positive responses plus one-half of those responding that conditions remained the same (which we consider positive).  A reading of 50% means no change from the prior month, greater than 50% indicates a faster pace of activity, and less than 50% a slower rate. Each month is not so much a reading of the current level of activity as it is an indication of growth, contraction, or no change from the previous month. A note specific to the New York Metro area, where all of this report’s respondents are located: they are predominantly in services industries: information services, finance, insurance, scientific, technical, and educational. While I’m sure that does not come as a surprise, it is important to keep in mind when you think about the trends being reported by purchasing managers through this report.

The ISM-New York Report on Business and the national and regional ISM reports are compiled as diffusion indices – meaning we take the percent of positive responses plus one-half of those responding that conditions remained the same (which we consider positive).  A reading of 50% means no change from the prior month, greater than 50% indicates a faster pace of activity, and less than 50% a slower rate. Each month is not so much a reading of the current level of activity as it is an indication of growth, contraction, or no change from the previous month. A note specific to the New York Metro area, where all of this report’s respondents are located: they are predominantly in services industries: information services, finance, insurance, scientific, technical, and educational. While I’m sure that does not come as a surprise, it is important to keep in mind when you think about the trends being reported by purchasing managers through this report. With that background, let’s transition to this month’s report.

The ISM-New York Report on Business and the national and regional ISM reports are compiled as diffusion indices – meaning we take the percent of positive responses plus one-half of those responding that conditions remained the same (which we consider positive).  A reading of 50% means no change from the prior month, greater than 50% indicates a faster pace of activity, and less than 50% a slower rate. Each month is not so much a reading of the current level of activity as it is an indication of growth, contraction, or no change from the previous month. A note specific to the New York Metro area, where all of this report’s respondents are located: they are predominantly in services industries: information services, finance, insurance, scientific, technical, and educational. While I’m sure that does not come as a surprise, it is important to keep in mind when you think about the trends being reported by purchasing managers through this report. With that background, let’s transition to this month’s report.

Today on BMP Radio 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 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. In this podcast, we’ll take on the opposite kind of negotiation: one where the other party is very well known because they are an incumbent supplier.

Today I am joined by Jack Quarles. Jack is the author of Expensive Sentences, a fascinating new book that shines a spotlight on the casual remarks made day in and day out at companies that are costing them money.

The ISM-New York Report on Business and the national and regional ISM reports are compiled as diffusion indices – meaning we take the percent of positive responses plus one-half of those responding that conditions remained the same (which we consider positive).  A reading of 50% means no change from the prior month, greater than 50% indicates a faster pace of activity, and less than 50% a slower rate. Each month is not so much a reading of the current level of activity as it is an indication of growth, contraction, or no change from the previous month. A note specific to the New York Metro area, where all of this report’s respondents are located: they are predominantly in services industries: information services, finance, insurance, scientific, technical, and educational. While I’m sure that does not come as a surprise, it is important to keep in mind when you think about the trends being reported by purchasing managers through this report. With that background, let’s transition to this month’s report.

Most discussions about the financial sector are focused on how it has been (or will be) affected by fintech. While this is interesting, how fintech will affect the non-financial sector promises to make things even more interesting. The decentralized world of the Internet is a marvel, enabling us to engage directly one-to-one, one-to-many and many-to-many without the interference of a central power or institution. It has changed everything. Take the example of the hashtag #metoo, the social media movement that exposed harassers to the verdict of the whole world. This hashtag solved a problem that the centralized world, run by government institutions, police, the legal system, etc., continuously failed to address with the same impact. The power of a viral hashtag can be bigger than all governments combined. This means that ‘we the people’ can solve problems together without interference from a central institution. Governance and power are becoming decentralized and democratized in a way we’ve only experienced i

The ISM-New York Report is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues. For anyone new to either the ISM-New York Report on Business, or the national or other regional reports for that matter, the survey results are compiled as diffusion indices – meaning we take the percent of positive responses plus one-half of those responding that conditions remained the same (which we consider positive).  A reading of 50% means no change from the prior month, greater than 50% indicates a faster pace of activity, and less than 50% a slower rate. Each month is not so much a reading of the current level of activity as it is a trend up, down, or the same from the previous month. As I run through the numbers in a minute, you can consider anything above 50 good news and anything under it… well, not so much. A note specific to the New York Metro area, where all of this report’s respondants are located: they are p

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.

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 Jonathan O’Brien. Jonathan is the CEO and Owner of Positive Purchasing, an international procurement consultancy and training provider. He is also the author of four books, the most recent of which was just released this year, titled ‘The Buyer’s Toolkit: An Easy to Use Approach for Effective Buying.’ In this interview, I have Jonathan start us off by providing a brief overview of the book for anyone that is hearing about it for the first time.

The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues. 

Today Buyers Meeting Point welcomes Mark Bilgin as our guest. Mark is a career negotiator and the author of Mastering High Stakes Negotiations who has been joining BMP Radio in a regular podcast series on all things negotiation. In this session, we take our 'inspiration' from the complex, high-profile situation of North Korea, where the United States is going to have to negotiate with China as an intermediary to place the desired pressure on North Korea. This situation offers many lessons for business-based multi-party negotiations, inlcuding: How to use a third party to bring about a desired resultTwo negotiating scenarios: when all three parties come to the table together v. when two parties negotiate and one of them goes on to negotiate with the thirdConcerns around 'undisclosed alliances' between two of the parties in a multi-party negotiation

The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues.  The September report, which can be downloaded here, includes the following: Current Business Conditions came in below the breakeven point for only the second time in 2017. Employment, a seasonally adjusted index, fell back into contraction territory after August's 18-month high. News for the top line and forward guidance continued to make small adjustments in opposite directions for the second month in a row.  Remember to check back in with me on Thursday, November 2nd for the release of the October report. 

Today Buyers Meeting  would like to welcome back Mark Bilgin, career negotiator and the author of Mastering High Stakes Negotiations. Mark will be joining BMP Radio for a regular podcast series – one that we’ve welcomed community input on. Today we will focus on the importance of trust and transparency in negotiation based on comments and feedback we received in response to a LinkedIn post shared last week. Here is an excerpt from High Stakes Negotiations: Trust and respect are two fundamental ingredients for any healthy relationship, including negotiations. Creating this trusted environment with the other party is imperative. Here are some ground rules I review before the start of the meeting. I even ask the counterparty to add any additional ones if he or she would like to create a fair and democratic environment right from the get go. One person speaks at a time.Show mutual respect.We expect to have a constructive, honest dialogue.Check your understanding by asking questions. In this conversation we'll dis

Today Buyers Meeting Point welcomes Dr. Rob Handfield as our guest. Rob is the Executive Director of the Supply Chain Resource Co-Operative and the Bank of America University Distinguished Professor of Supply Chain Management at North Carolina State University. Rob recently co-authored a new book titled, “The LIVING Supply Chain: The Evolving Imperative of Operating in Real Time” which can be purchased on Amazon or directly from Wiley. Click here to read Kelly Barner's review of the book on BMP. In this conversation we discuss: Three major shifts affecting the digital economy and how supply chain managers can prepare for themThe importance of decision-making velocity in an era of cognitive computing and real-time dataRising trends that will shape the future of supply chains and how they interact with the business environment in general

Today Buyers Meeting Point welcomes back Wake Forest researchers Dr. Jim Narus and Dr. Michelle Steward. They have been leading research into a number of different procurement behaviors and how they affect each company's relationship with suppliers as well as individual industry peers.  Jim and Michelle are currently focused on the international aspects of digital tool usage, working with their colleagues Lujie Chen in China at the China Europe International Business School, Damien McLoughlin, at University College Dublin in Ireland, and D.V.R Seshadri in India, at the Indian School of Business. In this conversation we discuss: Variations in the use of digital purchasing tools by country, generation, industry, and type of tool.How procurement's information seeking behaviors are evolving (or not) and what this may mean about their decision making process.The "hot" categories of digital purchasing tools. Anyone interested in connecting with Jim and Michelle or learning more about their research can visit: http:

The ISM-New York Report on Business is released on the second business day of each month at 9:45am ET. The Report, which was first run in 1917, is a highly regarded indicator of business conditions in the New York Metro area including a six-month outlook, employment index, and current and expected revenues.  The August report, which can be downloaded here, includes the following: New York city purchasing managers reported decreased current business conditions while indicating a significant increase in employment and moderate improvement to the six-month outlook.Economists are cautioning over-optimism about the ISM manufacturing national employment number because of the national jobs report, but the ISM-New York employment number is directionally aligned with almost no industry overlap.In February, the six-month outlook aimed to project the current business conditions we saw in August. How accurate were the purchasing managers? Remember to check back in with me on Tuesday, October 3rd for the release of the Se