Buyers Meeting Point procurement by Kelly Barner

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Habit 4: Think Win-Win

The Seven Habits of Highly Effective People, first published in 1989, is a self-help book written by Stephen R. Covey. It has sold more than 25 million copies in 38 languages worldwide, and the audio version has sold 1.5 million copies, and remains one of the best selling nonfiction business books.

The approach continues to be pertinent in every day life at work and at home. Buyers Meeting Point will be reviewing each of the Seven Habits over the next few months.

Habit 4: Think Win-Win

We are in a competitive world right from the beginning. On the playground, in the classroom and at home, we are trying our best to 'win' - the game, the race, gain attention, and get good grades. 

Stephen Covey states:

"Many people think in terms of either/or: either you're nice or you're tough. Win-win requires that you be both. It is a balancing act between courage and consideration. To go for win-win, you not only have to be empathic, but you also have to be confident. You not only have to be considerate and sensitive, you also have to be brave. To do that--to achieve that balance between courage and consideration--is the essence of real maturity and is fundamental to win-win."

For Win-Lose, Covey utilizes a comparison to a finite amount of pie. If I have more, you have less. By contrast, the Win-Win would be a buffet where there is plenty for everyone.

Some of my peers in procurement are fierce negotiators and in the end, the deal is made with a win-lose mentality and the relationship with the supplier is strained at best. Others take into account the supplier's need to be a healthy, viable entity. Everyone 'wins' and the desire to work together going forward is very positive.

What examples have you come across utilizing Win-Win? Did the end result suprise you?

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Thursday, 23 November 2017