Workshops
Effective (… and impressive) buyer
Effective (… and impressive) buyer Author: Szymon Tochowicz “Effective (… and impressive) buyer”. Training project for defense industry Working as a category manager for automotive company I used to deal with stakeholders across Europe. My peers, other category managers were located in France, Germany and Spain. One of them was a very LOCOMOTIVE type of…
Read MoreWhat do we know about Negotiation Trainings?
What do we know about Negotiation Trainings? Author: Szymon Tochowicz Eveneum Negotiation Programs “Negotiation training” is one of the most frequently searched phrase in terms of the training skills according to Google. There are plenty of freelancers, consultants or training companies offering Negotiation Skills development. And the first thing we are being asked by our…
Read MoreAnalytical, principled negotiations
Analytical, principled negotiations Author: Szymon Tochowicz Power of data in negotiations Negotiations, because there is a conflict of interest, are always connected with a certain level of stress. Especially if negotiators have difficulties with justifying their positions and their reasoning is based on opinions rather than facts. What is better: I need from you 5%…
Read MoreReinforce the business acumen of young team members through negotiation trainings
Reinforce the business acumen of young team members through negotiation trainings Author: Rafał Dados Professional negotiation trainings as a competitive advantage of your organization As a leader of effective team you always try to find the synergies among your team members’ skills and talents. Companies which are build on inclusivity are better positioned to achieve…
Read MoreHow negotiation can demotivate your team
How negotiation can demotivate your team Author: Rafał Dados Negotiation can drain or charge your team batteries Whenever you are sales or procurement manager, you have had to mobilize your people to negotiate with internal or external business partners. Many of your people link negotiation with a stressful situation where obviously conflict of interest will…
Read MoreWorking with Indian partners. Practial tips.
Working with Indian partners. Practial tips. Author: Pankaj Saluja Indian economy after COVID19 lockdown. Study and execute opportunities! China is a well established source of many materials for European companies. Advantages and disadvantages of China are well known. India was the EU’s 10th largest partner for imports (2% of total extra-EU imports) and the 11th…
Read MoreFirst negotiation, then mediation. Part 2
First negotiation, then mediation. Part 2 Author: Monika Bis Part 2 In this blog we are taking closer look to recurring negotiations. Situation, when after signing a contract with supplier both sides face crisis in implementing it. Procurement professionals are again engaged to help business. In Part 1 of this blog we described business case…
Read MoreFirst negotiations then mediation, how to maintain satisfaction after the contract is signed
First negotiations then mediation, how to maintain satisfaction after the contract is signed Autor: Monika Bis Part 1 Many books available on the business book shelfs describes the art of getting to deal in negotiations. Only few of those address what happens once the contract is signed. Have you ever found yourself in the need of going back to the negotiating table because either the contract wasn’t fit…
Read MoreThe purchasing strategy and supplier dependency
How to address supplier dependency in purchasing strategy? In the book „The Everything Store: Jeff Bezos and the Age of Amazon” written by Brad Stone, Amazon’s employees compare trade on the company website to addiction to heroin. When product sales gains momentum sellers fall into euphoria, then into addiction but when Amazon starts to reduce…
Read MoreHarvard negotiation model – what is it about?
The Harvard negotiation model somehow changes the traditional approach to negotiating talks, in which the finale is based on the win-lose principle. For the Harvard model, the trend is focused on the win-win model. Where did the Harvard model of negotiations come from and what is its genesis? What principles are the negotiators following the…
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