Episode 38: Conditioning and Positioning for Difficult Negotiations with Peter Bolle

By Kelly Barner | November 3, 2021

Procurement teams that are willing to push the envelope on behalf of their company have to be effective negotiators. But getting the desired result out of a tough conversation requires preparation and self-knowledge, meaning that the most important work happens a long time before the negotiation starts.

In this episode of The Sourcing Hero podcast, Host Kelly Barner is joined by Peter Bolle. Peter is a career procurement professional with experience in the commercial airline industry and a no-nonsense approach to getting things done.

Talking to Peter about his work in procurement provides plenty of reminders about why we all need to keep our heads up even while our eyes are focused on the details. Add to that his penchant for colorful stories, and he is an ideal podcast guest.


In this conversation, Peter shares his advice on how to be successful – individually or as part of a team – when engaged in a difficult negotiation:

  • Whether access to technology and automation has weakened procurement’s ‘traditional’ negotiating skills.
  • The interplay between personality traits and negotiating style, and how they can be combined in a team setting.
  • The additional preparation required when procurement knows they are going into a tough negotiation – including assigning roles on their own team


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