"Too many procurement professionals have developed a push energy. If you take that same approach with internal stakeholders, it won't work. We need to develop pull energy — asking questions, listening, and creating a shared vision." - Giuseppe Conti, Professor, Author of Negotiation + Influence = Success: Quick Lessons to Help You Win in Corporate Life
Procurement leaders know how much the field has changed, but the biggest barriers often come from within. As procurement's role expands, it has become essential to influence internally, manage expectations, and go beyond data-driven persuasion.
In this Art of Procurement podcast episode, Philip Ideson speaks with Giuseppe Conti, a seasoned procurement executive turned business school professor. Giuseppe reveals why internal negotiation is so much tougher than dealing with suppliers, and offers strategies to shift procurement teams from "push" to "pull" influence.
If your team's technical skills are strong, but your impact could be greater, this is a must-listen. Giuseppe's practical tools – like a 20-minute, one-page prep template and real-world active listening techniques – will give any procurement leader an edge.
In this episode, Giuseppe explains how to:
- Diagnose and close the gap between perceived and actual listening skills
- Move from "push energy" to "pull energy" for genuine, lasting influence
- Set realistic internal stakeholder expectations and avoid common missteps
- Balance data with emotional intelligence to drive decisions
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