Working with foreign cultures and laws
28 August 2012
Q: I am moving from a buying role with a large UK retailer to a new challenge overseas, buying again for a large retail concern. My current employer tends to use power as its approach to negotiation, often demanding reductions in price and threatening to
A: Paul Steele, chairman of PMMS Consulting Group, writes: Large organisations often do use threats based on power (as they perceive it) to meet their objectives. The reality is that they rarely get the best deals.
Their perception of power is based upon the volume and size of their purchase. However, on many occasions this is too...