Procurement (3A): Negotiation Strategies in a World of Distrust

Jonathan Hughes

Procurement (3A): Negotiation Strategies in a World of Distrust

Globalization has taken a turn. Just when seamless supply chains reached a level of sophistication and systems embraced opportunities for geometric increases in effectiveness, we have been thrown into a global populist movement that eradicates continuity and predictability both internally and externally. Is distrust too strong a word to use for our current condition? Maybe, maybe not, but we need to build a new dimension into our negotiation strategies: that is: the assessment of the risk of arbitrary changes in the culture of our agreements.

NESCON 2018