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2 TALENT MANAGEMENT: SUPPLIER PSYCHOLOGYWith Cathy Humphreys

‘Nearly all men can stand adversity, but if you want to test a man’s character, give him power.’

Abraham Lincoln (1809–1865)

2.1 WHAT YOU CAN LEARN FROM THIS CHAPTER

• Understand the people occupying ‘the opposite side of the table’.
• Realise the ways in which your behaviour can affect the behaviours and responses of your candidate suppliers, and consequently your project outcome.
• Comprehend what a good sales prospect looks like to a candidate supplier.
• Recognise it is in your interests to be a good customer, and how to be one.

2.2 OVERVIEW

For most organisations, selecting an ...