Negotiation Excellence

Negotiation Excellence

Negotiation Excellence: How Holistic Supplier Evaluation Deliv...

By adopting the holistic business case evaluation—together with the Bonus/Malus approach—companies can revolutionize their procurement processes.

Negotiation Excellence

INVERTO Volatility Manager

The INVERTO Volatility Manager is an indispensable tool for managing procurement cost volatility. It analyses directand indirect cost factors and evaluates their impact on both component and portfolio level, while also taking country specifics into ...

Negotiation Excellence

Develop creative strategies to achieve NEGOTIATION Excellence

Negotiations take place everywhere in business, most of all in procurement, for example in awarding contracts and annual meetings. Nevertheless, many procurement departments do not succeed in exploiting the full potential of these negotiations.

Negotiation Excellence

Interview on negotiation excellence with Matthias Schranner

Matthias Schranner used to be a police negotiator; today, he advises politicians and businesses. He talks to us about the most serious mistakes when negotiating, the role your value system plays, and getting the timings absolutely right.

Negotiation Excellence

Interview on negotiation excellence with Barry Nalebuff

Does power in a negotiation always lead to better negotiation outcomes? According to game theorist and Yale professor Barry Nalebuff, the answer is no.

Negotiation Excellence

Negotiating with strong brands – A sophisticated competi...

Buyers from businesses who want to negotiate successfully need to prepare very thoroughly and base their approach on partnership.

Negotiation Excellence

Procurement negotiation strategy and process design

Companies that invest extensively in preparation for negotiations with their suppliers and develop a detailed negotiating strategy can achieve significantly better results.

Negotiation Excellence

International Negotiations: Cross-cultural success

Negotiations with people from other nations are part of everyday life in most procurement departments. Some of our expats report on their personal experience negotiating in their chosen home country.

Negotiation Excellence

Why combining e-auctions and game theory can deliver better re...

Auctions offer maximum transparency to all parties involved and room for suppliers to maneuver. Buyers like to use them to create competition or to approach potential new suppliers.

Negotiation Excellence

Procurement cooperatives – seizing opportunities together

Procurement cooperatives: We show you how you can pool your requirements and make processes more efficient.