Procurement Zen is the podcast for anyone interested in negotiation and procurement. I share valuable tools, negotiation approaches, book reviews and interviews with seasoned negotiation pros. You will discover new findings and discuss ideas and new approaches to the world of negotiation. Kick your career to the next level with insights that help you win! Approaches that will help you achieve your desired negotiation results.

Episode 050 – Weapons of Influence – Pt. 2 – Commitment & Consistency

This is second part of the series on Cialdini’s weapons of influence Episode HighlightsToday we’re talking commitment and consistencyGenerally spoken we humans tend to behave consistent with previous statements we madeEver saw a free trial for something? Consistency in high gearLet’s take this example right away a little bit further:before you let your demand owners

​Read More

Episode 25 – Negotiation Techniques: Storytelling & Acting

In this part of the ultimate list of negotiation techniques,we go over one of my most liked negotiation techniques “storytelling and acting”. We cover twelve powerful techniques that involve telling stories and acting to get the most out of your negotiation. Each technique is explained in depth with scenario examples. Some of these techniques can

​Read More

Episode 24 – Negotiation Techniques: Listening Techniques & Physical Approaches

In this episode of I break down the second to final episode under negotiation techniques into two categories. These categories are Listening Techniques and Physical Negotiation Techniques, both of which have their own sub-categories. I recommend selecting the particular technique that works best depending on the situation and what the negotiator aims to achieve. Or

​Read More

Episode 23 – Negotiation Techniques: Deal Design

The art of deal designing could be very helpful to make things go your way during a negotiation. In this part of the Ultimate list of Negotiation Techniques, I teach you exactly that. We go over several clever negotiation techniques that you can use to design a deal in your favor. Each technique is explained

​Read More

Episode 22 – Negotiation Techniques: Anchoring

In this episode of ProcurementZen we continue the ultimate list of negotiation techniques. In this episode Phil Kowalski puts focus on anchoring techniques. Episode highlights Episode highlights Big initial number – big numbers if you aim high, small numbers if you want low prices Look into past techniques. Works very good because of consistency and

​Read More