In today's conversation, Adela Parilla pulls back the curtain on how big contracts really get done and why smart negotiation is more about empathy than edge. From cranes and rental fleets to EPC mega-deals, Adela shows how clear strategy, safety, seasonality, and long-term risk trump a price-only mindset and why “lowest price” is a trap when factors like total risk, uptime, and human exposure are on the line. Adela then demystifies negotiation. She frames deals as reputation-building, trust-first problem solving that’s aimed at durable, executable contracts rather than short-term “wins” for one side or another. We dig into supplier relationships during high-stakes moments, as well as how women can advocate for themselves (especially in salary and promotion negotiations) without apology or hesitation.About Adela ParillaAdela Parilla is a lawyer by training who pivoted into supply chain, first in category management and later as a Strategic Sourcing Senior Consultant focused on complex EPC contracts. Her legal background sharpened her eye for contract risk and accelerated deal cycles, while her practical mindset kept negotiation strategies grounded in the realities of both day-to-day work and long-term business needs.A passionate negotiator and advocate, Adela blends classical rhetoric with practical sourcing tactics to build trust-based agreements. She’s especially committed to helping women make confident asks by documenting their value and impact, knowing the market, and asking for what they’re worth as employees, not as people.—Contact Bryndis Whitson: Website: ZebrasToApples.com Instagram: @ZebrasToApplesLinkedInContact Adela Parilla: Linkedin: Adela Parilla

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