“Untapped Sources of Power” was presented by Dr. Lyn Van Swol at the May 8, 2018 Delegated Purchasing Agents meeting. She discussed the following five principles and how purchasing agents can apply them when negotiating contracts:
- Think about the situation from the other person’s perspective
- Raise disconfirming questions
- Emphasize the overlooked
- Pay attention to the unknown
- Uncover blind spots
While useful in negotiating, the tips can give you an advantage in any situation that calls for a decision to be made.
Van Swol is a Communication Science professor at the College of Letters and Science on campus. Shout out to David Brinkmeier and Lori Voss for finding her and making arrangements for the presentation.