Negotiate Anything

How to Develop High-Level Strategies for Negotiation with Craig Reed

Jan 12, 2025

Craig Reed, Chief Procurement Officer for Corteva Agriscience, shares his extensive expertise from years in procurement and supply chain management. He discusses aligning negotiation strategies with business needs, emphasizing the importance of prioritizing outcomes over costs. Craig highlights the role of active listening and team dynamics in crafting effective negotiations. He also touches on the benefits of negotiation workshops and innovative AI solutions in enhancing customer relations, offering listeners practical insights to improve their negotiation skills.

29:43

Episode guests

Craig Reed

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Episode notes

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Quick takeaways

Successful procurement negotiations require aligning strategies with overall business objectives rather than solely focusing on cost reductions.

Effective negotiators balance data-driven analysis with emotional intelligence, adapting their strategies based on ongoing discussions to foster collaboration.

Deep dives

The Importance of Understanding Business Requirements in Negotiation

Successful procurement negotiations start with a clear understanding of business requirements. It’s essential to align negotiation strategies with the broader objectives of the business rather than solely focusing on outcomes like price or cost reductions. This alignment ensures that the negotiator can effectively determine what is necessary to achieve the desired outcome, such as delivery timelines or service quality. By centering discussions around the business needs, negotiators can create a more structured approach that considers not just their own interests but also those of the other party.