Behavioral difference between combative and collaborative

Reply

1. Interesting initiative!
   What you say / do has an impact on what you get, people tend to forget that.

   It is an interesting coincidence as CIPS recently issue a white paper on behavioral Procurement that covers the same aspects (Joseph, I can introduce you to the author if you feel it would bring sth)

   A couple of comments on the presentation:
   – price / TCO ==> would replace TCO by TVO on the non-zero sum side
   – avoid risk / monetize risk ==> I think to highlight the combative / collaborative approaches, I would use “risk transfer”(putting all risks on the supplier’s shoulders) vs. “risk sharing”
   – “Network optimization / inter-firm collaboration” ==> what about using the word dependencies 
   – “Strategic Focus – problem solving”==> what about “solution orientation

   Also, I am not sure to understand the efficiency / effectiveness positioning.

   ——————————
   Bertrand Maltaverne
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   Original Message:
   Sent: 01-30-2017 17:27
   From: Joseph Sandor
   Subject: Behavioral difference between combative and collaborative

   I am interest in your feedback and hope to drive some discussion around the behavioral differences between combative and collaborative procurement.  Terms live collaborative and combative routinely fill discussions and transformation planning in the procurement / supply management space.  Generally, the concepts are too vague.  So, I’ve tried to add clarity by put together the attached chart of behaviors and activities characteristic of combative vs collaborative.  As you can see, the major distinction I propose is around zero sum and non-zero sum.  Your thoughts, please.

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   Joseph Sandor
   Professor
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