Purchase negotiations

BATNA in practice: How alternatives shape high-stakes negotiations Before any negotiation, it is worth asking yourself a key question: what happens if I do not reach an agreement? This applies whether in business, politics or international relations. Negotiating power flows from alternatives The more options we have to choose from, the stronger our...

Developing a purchasing strategy - physical or intellectual effort? When dealing with the development of a purchasing strategy, we very often come across cases where purchasing staff put a lot of effort into preparing analyses and collecting data. On the surface this looks like solid work, but in reality it often lacks real benefits....

The Third National Negotiation and Mediation Tournament for Business is now behind us! The idea behind the event is to give teams the opportunity to prove themselves in business negotiations and mediations. Representatives of some of the largest companies in Poland, faced each other in business negotiations and economic mediation, and an experienced jury selected the winners by awarding them attractive prizes funded by...

Technology, digitalisation, digitisation, automation are all words that can be considered the business words of 2020, alongside the obvious other words like crisis, profitability, liquidity, restructuring. The importance of these words grew in pandemic as companies previously unready for technological change realised that they would either seize the opportunity to digitalise and survive or disappear from the...

Preparing for negotiations. The boss's perspective. Many bosses evaluate the negotiation skills of their team members based on the negotiation itself, appreciating the dynamics, assertiveness, tactics and style of the negotiation. Often, less feisty individuals are judged less well, even though they achieve similar results and, in the long term, build better, healthier relationships with their suppliers or clients. Such individuals ...

Negotiations and preparation for negotiations Proper preparation for negotiations can determine the outcome of the negotiations. It could be said that preparation is a key stage in the entire negotiation process - 90% success depends on it. This is when we gather information about the other party in the negotiation, analyse the internal situation, define objectives and strategies, and prepare the team that...

Negotiations can suck the energy out of your people! Whether you are in charge of a sales team or a purchasing team, you have certainly had to mobilise your people to enter into negotiations with internal and external business partners. Very often, people link in-kind negotiations with stressful situations and conflicts of interest. These two factors: stress and conflict...

Where to look for reserves to increase profitability in times of crisis? The pandemic and the ensuing collapse in demand and supply have found each of us at different points in the life cycle of a company or investment project. We, too, have been working over the past weeks to urgently adapt our company strategy to the new economic realities. At the same time, we have been talking to...

„Amazon's employees compare trading by independents on the company's site to heroin addiction: when sales of a product suddenly pick up momentum, they get euphoric, then comes the addiction, and then the self-destruction when Amazon starts undercutting their margins and price. Sellers „know they shouldn't be using heroin, but they can't stop,” says

Working in purchasing departments is becoming increasingly difficult. Increasing market competition makes it increasingly difficult to generate savings and added value in purchasing. And yet, buyers face further challenges in relation to the new role of purchasing departments.

Negotiation in the purchasing process covers the moment from the initial establishment of communication between buyer and supplier, to the final signing of the contract. Buyers must have the competences necessary to achieve negotiation success. They must obtain the best possible terms while taking into account suppliers' needs. They must deliver value to all other departments in the company.

We recently mentioned in our blog that investing in employee training is a move that definitely pays off. But in order for it to pay off, you need to give your trained employees opportunities to continuously put into practice the knowledge and new techniques they have acquired. This time, we will share tips on how to measure the effects of the training and workshops attended, and how to effectively check the competences and...