For years, procurement, category management and supply chain professionals have advocated for strategic influence at the highest levels of business. We’ve warned of supply chain vulnerabilities, geopolitical disruptions and the need for businesses to diversify, secure and future-proof their operations.

That moment has arrived!

The world is changing - trade wars, economic nationalism, supply chain fragmentation and resource constraints are no longer hypothetical risks; they are the reality. If procurement has ever wanted to take centre stage, this is it.

We Already Know What’s Coming – So Why Aren’t We Preparing?

I’ve started reading Project 2025*, and to be honest, none of it is surprising. In fact, I’d go as far as to say that if anyone wants to predict what’s going to happen next, the playbook is already there.

[* The conservative policy blueprint developed by the Heritage Foundation outlining a roadmap for a future Trump (or Republican) administration to reshape the U.S. government by centralising executive power. By no means do I advocate any of this content .  I include this only as reference for negotiation preparation.... and you read it at your own peril.]

Yet, time and again, we see little to no real preparation when it comes to high-stakes, long-term negotiations. Too often, businesses ad-lib their way through geopolitical and supply chain challenges, hoping they can pivot when the moment demands it. But procurement professionals know that real preparation requires:

✅  A deep understanding of global risks

✅  Scenario planning, not just reactionary firefighting

✅  Alignment between procurement, leadership, and operations

Procurement Must Lead the Way – Or Be Left Behind

The organisations that thrive in this new era will be those where procurement isn’t just seen as a cost-cutting function, but as a strategic powerhouse capable of shaping business decisions.

We are the ones who should be:

📌  Identifying alternative sourcing strategies before supply chains collapse.

📌  Understanding political risks before they turn into trade barriers.

📌  Preparing businesses to negotiate effectively in volatile markets before it’s too late.

If procurement truly believes in risk mitigation, scenario planning, and strategic category management, then now is the moment to prove it. Because the playbook is already written...we just need to act on it.

Try a FREE NEGOTIATION TASTER to practice your skills!

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Key Negotiation Skills Procurement Must Master to Navigate This Era

At The Negotiation Club, we train professionals in hands-on negotiation practice—because preparation isn’t just about strategy, it’s about execution. To navigate these complex geopolitical and supply chain shifts, procurement professionals need to master the following negotiation tactics and techniques:

• Anchoring Reference – Setting an initial reference point before negotiations begin, shaping how the other party perceives future offers and terms.
• Mirroring – Encouraging collaboration by reflecting language and key points back to the other party, creating a psychological connection while assessing their position.
• Pause, Consider, Respond – Slowing the negotiation down to control emotional reactions, avoid rushed decisions, and gain leverage by making the other party commit first.
• Summarising – The ability to control the negotiation narrative by ensuring both sides acknowledge what has been agreed upon (or not), preventing misunderstandings or last-minute shifts.
• If-Then Framing – Structuring trade-offs in a way that makes them conditional, allowing for strategic concessions that still provide value.
• Negotiating Multi-Variable Deals – Understanding that price is just one factor—real negotiations involve multiple variables, such as contract length, risk-sharing, exclusivity, and payment terms.
• The F-Word (“Fair”) – Recognising when the other party is using fairness as a persuasion tactic rather than a genuine position, and learning how to counter it.
• Conditioning Language – Using subtle phrasing to set expectations and guide the negotiation towards a preferred outcome.
• The Professional Flinch – Physically reacting to an offer in a way that signals strong resistance without explicitly rejecting it, shifting the other party’s expectations.
• Building Negotiation Resilience – Procurement professionals must practice negotiating under pressure, dealing with rejections, and navigating unexpected changes to stay adaptable in high-stakes discussions.

Will Procurement Take Centre Stage or Watch from the Sidelines?

The businesses that thrive will be those whose procurement teams are prepared, skilled, and strategic in their approach.

JOIN The Negotiation Club because the time for procurement to lead is now.... But are YOU ready?