# 139 - Delivering the Negotiating Experience with Erich Rifenburgh

- Show: [People of Packaging](https://hardwarepodcasts.com/podcast/people-of-packaging)
- Published: 2022-06-22
- Length: 32m
- Page: https://hardwarepodcasts.com/podcast/people-of-packaging/2022-06-22-139-delivering-the-negotiating-experience-with-erich-rifenburgh
- Listen: https://encase.substack.com/p/139-delivering-the-negotiating-experience-f54

## Summary

Erich Rifenburgh, principal of The Negotiation Experience, discusses his background transitioning from civil engineering and sales at Emerson Electric to founding his own negotiation training firm in 2016. He explains his methodology, which emphasizes preparation and information gathering over in-the-moment tactics, citing his work with major clients like Avery Dennison. Rifenburgh highlights the critical mismatch between sales and procurement perspectives, noting that sales teams often give away value early while procurement teams fail to gather sufficient intelligence on suppliers. The conversation addresses the current inflationary environment in packaging, where supply constraints have shifted leverage to sellers, requiring procurement to adapt their strategies from price-focused to relationship and allocation-focused negotiations.

## Chapters

- [0:12](https://hardwarepodcasts.com/podcast/people-of-packaging/2022-06-22-139-delivering-the-negotiating-experience-with-erich-rifenburgh#t=12) Introduction: Adam Pink and Sponsor Read
- [2:37](https://hardwarepodcasts.com/podcast/people-of-packaging/2022-06-22-139-delivering-the-negotiating-experience-with-erich-rifenburgh#t=157) Erich Rifenburgh's Career Path and Escape Velocity
- [9:45](https://hardwarepodcasts.com/podcast/people-of-packaging/2022-06-22-139-delivering-the-negotiating-experience-with-erich-rifenburgh#t=585) The Negotiation Experience: Immersive Training and Role-Playing
- [14:28](https://hardwarepodcasts.com/podcast/people-of-packaging/2022-06-22-139-delivering-the-negotiating-experience-with-erich-rifenburgh#t=868) Preparation Strategies: Avoiding Early Concessions
- [17:33](https://hardwarepodcasts.com/podcast/people-of-packaging/2022-06-22-139-delivering-the-negotiating-experience-with-erich-rifenburgh#t=1053) Information Gathering: Procurement vs. Sales Tactics
- [23:04](https://hardwarepodcasts.com/podcast/people-of-packaging/2022-06-22-139-delivering-the-negotiating-experience-with-erich-rifenburgh#t=1384) Avery Dennison Training and Internal Dynamics
- [27:01](https://hardwarepodcasts.com/podcast/people-of-packaging/2022-06-22-139-delivering-the-negotiating-experience-with-erich-rifenburgh#t=1621) Current Market Conditions: Inflation and Supply Constraints

## Topics

- [Leadership, teams & culture](https://hardwarepodcasts.com/topic/leadership-and-culture)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Sourcing & supply chain](https://hardwarepodcasts.com/topic/sourcing-and-supply-chain)
- [Hiring & workforce](https://hardwarepodcasts.com/topic/hiring-and-workforce)

## Most relevant to

early-stage companies

## Mentioned

- The Negotiation Experience (company)
- Emerson Electric (company)
- Avery Dennison (company)
- Never Split the Difference (other)

## Related episodes from other shows

- [Transforming Procurement into a Highly Strategic Role](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2022-12-06-transforming-procurement-into-a-highly-strategic-role) (The Manufacturing Executive)
- [Strategic Sourcing During Volatile Times w/ Jim Pratt](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2022-03-08-strategic-sourcing-during-volatile-times-w-jim-pratt) (The Manufacturing Executive)
- [Mitigating Risk Through Smart Procurement w/ Aaron Brimer](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2020-12-22-mitigating-risk-through-smart-procurement-w-aaron-brimer) (The Manufacturing Executive)
- [Electronica 24: Supplyframe's Richard Barnett on Navigating Challenges and Opportunities in Supply Chains](https://hardwarepodcasts.com/podcast/ems-c-level/2025-01-17-electronica-24-supplyframes-richard-barnett-on-navigating-challenges-and-opportu) (EMS@C-LEVEL)
- [#128 Buyer Spotlight: Dwight Richmond, Town & Country Markets](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-02-13-128-buyer-spotlight-dwight-richmond-town-country-markets) (The Startup CPG Podcast)

## Citing this page

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