Navigating the Nuances of Procurement Negotiations with Greg Courts

Rolling Through Negotiations Podcast

In this rolling episode, join us as we delve into the intricate world of procurement negotiations with Greg Courts, a black belt in negotiation and a seasoned expert from Rio Tinto. Greg brings his extensive experience in mining and procurement to the table, discussing various aspects of negotiation, from failures and successes to guiding principles for effective deal making.
Key Takeaway Lessons:

• Integrity and Compliance: Greg emphasises that integrity lies at the core of all negotiations. Compliance and ethical practices are non negotiable, especially in procurement.
  
• Fact Based Analysis: Understanding the supply chain and having a solid fact base is crucial. This involves knowing how resources are consumed, the demands placed on suppliers, and the underlying costs involved.
  
• Principle Based Negotiation: Striving for negotiations based on principles rather than mere haggling ensures solid and lasting agreements. Principles provide a firm foundation for discussions and decisions.
  
• Win Win Outcomes: The goal of negotiation is to achieve outcomes beneficial to all parties. This involves understanding each party's needs and striving for mutual satisfaction rather than one sided gains.
  
• Relationships Matter: In negotiation, the relationship between parties is just as important as the transaction itself. Maintaining good relationships ensures ongoing success and beneficial outcomes for future negotiations.
  
• Understanding Self and Others: A key part of successful negotiation is understanding not just the other party but also your own team, business, or personal motivations and goals.
  
• Information Sharing and Transparency: Openly sharing information and maintaining transparency is crucial in reaching successful negotiation outcomes and building trust.
  
• Avoiding Horse Trading: Greg warns against horse trading, where parties try to play one off against the other. It's seen as a practice lacking integrity and typically results in lose-lose scenarios.
  

Follow Greg Courts on LinkedIn: https://au.linkedin.com/in/gregcourts
P.S. Thank you for tuning in, and we hope you enjoy this episode as much as we enjoyed creating it. Stay tuned for more insights and strategies on "Rolling Through Negotiations" where we'll keep it real on how to tackle those tough talks like a black belt. Catch you next time!

Disclaimer: The content of this podcast is intended for informational purposes only and does not constitute legal advice.

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