THE BEST DECISIONS COME FROM…
And let me explain this a bit more as not to get confused. As a purchaser, we have to make sure that our decisions are the best option for our company based on facts and numbers: transparency is a must. In this sense we can consider that our decisions are rational, at least in the end.
But our rational decisions are based on our perceptions of a situation, and this perception is personal; hence the reason why in the same situation different people have different perceptions and opinions.
Going deeper, our personal perception is driven by our emotions, those being emotions based on our previous experiences and attitude: how we confront challenges.
Consequently, our actions and decisions are at first driven by our emotions, our ‘gut feeling’, later looking for facts and numbers to justify our emotional decisions as ‘rational’.
If you do not have enough experience or have the wrong attitude, following your emotions you are just a “motivated donkey”, and surely dangerous for the company.
But with the right experience and attitude, emotional decisions are usually correct and we should trust them.
Which supplier to work with, when to push hard or to give something back, where to improve or find potential, where there is risk or potential problems…are all factors initially driven by a gut feeling.
Join our Learning Sessions to gain deep knowledge about:
ADVANCE NEGOTIATION
This program is designed for senior purchasers involved in complex, high-stakes negotiations. It develops advanced negotiation skills, strategic thinking, and influence techniques to optimize outcomes in both bilateral and multilateral environments. Participants gain a structured, practical approach and immediately applicable tools to manage complex negotiations more effectively, increase their impact, and achieve superior results.
STRATEGIC PURCHASING
This training program is designed primarily for employees who are new to purchasing, but it is also highly recommended for operational purchasers who lack experience in a strategic approach. The program combines dynamic presentations, real-life examples from my professional experience, and interactive business cases that participants will actively work through. This ensures a practical, engaging, and results-oriented learning experience.
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