{"id":3096,"date":"2026-02-10T15:11:05","date_gmt":"2026-02-10T14:11:05","guid":{"rendered":"https:\/\/eveneum.com\/?post_type=case-study&p=3096"},"modified":"2026-02-19T15:51:21","modified_gmt":"2026-02-19T14:51:21","slug":"negotiations-in-the-automotive-industry-why-profitability-is-decided-long-before-price-is-discussed","status":"publish","type":"case-study","link":"https:\/\/eveneum.com\/en\/case-study\/negotiations-in-the-automotive-industry-why-profitability-is-decided-long-before-price-is-discussed\/","title":{"rendered":"Negotiation in Automotive: Why Profitability Is Decided Long Before the Price Discussion"},"content":{"rendered":"
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\n Basic information <\/h2>\n <\/div>\n
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\n\t\t\t\t\t\n\n\n\n\n\n\n\n\n\n\n\n\n\n<\/g>\n\n\n\n<\/clippath>\n<\/defs>\n<\/svg>\n\t\t\t\t<\/div>\n\t\t\t\t
\n\t\t\t\t \t\t\t
\n \t\t\t Industry \t\t\t<\/div>\n \t\t\t \t\t\t \t\t\t
\n \t\t\t\tAutomotive \t\t\t<\/div>\n \t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t\t
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\n\t\t\t\t\t\n\n\n\n<\/mask>\n\n\n\n\n\n\n\n\n\n\n<\/g>\n<\/g>\n\n\n\n<\/clippath>\n<\/defs>\n<\/svg>\n\t\t\t\t<\/div>\n\t\t\t\t
\n\t\t\t\t \t\t\t
\n \t\t\t Project objective \t\t\t<\/div>\n \t\t\t \t\t\t \t\t\t
\n \t\t\t\tMargin protection \t\t\t<\/div>\n \t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t\t
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\n\t\t\t\t\t\n\n\n\n<\/mask>\n\n\n\n<\/mask>\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n<\/g>\n<\/g>\n<\/g>\n\n\n\n<\/clippath>\n<\/defs>\n<\/svg>\n\t\t\t\t<\/div>\n\t\t\t\t
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\n \t\t\t Area \t\t\t<\/div>\n \t\t\t \t\t\t \t\t\t
\n \t\t\t\tSystemic negotiations \t\t\t<\/div>\n \t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t\t
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\n\t\t\t\t\t\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n<\/g>\n\n\n\n<\/clippath>\n<\/defs>\n<\/svg>\n\t\t\t\t<\/div>\n\t\t\t\t
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\n \t\t\t Duration \t\t\t<\/div>\n \t\t\t \t\t\t \t\t\t
\n \t\t\t\tMulti-stage \t\t\t<\/div>\n \t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t <\/div>\n \n
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\n\t\t\t\t\t\n\n\n\n\n\n\n\n\n\n\n\n\n\n<\/g>\n\n\n\n<\/clippath>\n<\/defs>\n<\/svg>\n\t\t\t\t<\/div>\n\t\t\t\t
\n \t\t\t
\n \t\t\t Industry \t\t\t<\/div>\n \t\t\t
\n \t\t\t\tAutomotive \t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t\t
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\n\t\t\t\t\t\n\n\n\n<\/mask>\n\n\n\n\n\n\n\n\n\n\n<\/g>\n<\/g>\n\n\n\n<\/clippath>\n<\/defs>\n<\/svg>\n\t\t\t\t<\/div>\n\t\t\t\t
\n \t\t\t
\n \t\t\t Project objective \t\t\t<\/div>\n \t\t\t
\n \t\t\t\tMargin protection \t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t\t
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\n\t\t\t\t\t\n\n\n\n<\/mask>\n\n\n\n<\/mask>\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n<\/g>\n<\/g>\n<\/g>\n\n\n\n<\/clippath>\n<\/defs>\n<\/svg>\n\t\t\t\t<\/div>\n\t\t\t\t
\n \t\t\t
\n \t\t\t Area \t\t\t<\/div>\n \t\t\t
\n \t\t\t\tSystemic negotiations \t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t\t
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\n\t\t\t\t\t\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n<\/g>\n\n\n\n<\/clippath>\n<\/defs>\n<\/svg>\n\t\t\t\t<\/div>\n\t\t\t\t
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\n \t\t\t Duration \t\t\t<\/div>\n \t\t\t
\n \t\t\t\tMulti-stage \t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t
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\n\t\t\t\t\t\n\n<\/svg>\n\t\t\t\t<\/div>\n\t\t\t\t
\n\t\t\t\t\t\n\n<\/svg>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n <\/div>\n<\/div> \n\n\n
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\n Estimated results of the project <\/h2>\n <\/div>\n\n \t\t
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\n <\/svg> <\/div>\n
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\n Higher margin <\/div>\n
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better protection of the profitability of contracts<\/p>\n <\/div>\n <\/div>\n <\/div>\n

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\n <\/svg> <\/div>\n
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\n Consistent decisions <\/div>\n
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less costly upstream commitments<\/p>\n <\/div>\n <\/div>\n <\/div>\n

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\n <\/svg> <\/div>\n
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\n Greater control <\/div>\n
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on long-term negotiations<\/p>\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n\n\n\n

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\n This is important <\/div>\n

\n How did we approach this? <\/h2>\n <\/div>\n
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\n <\/mask><\/mask><\/g><\/g><\/svg> <\/div>\n\n
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\n Part 1 <\/div>\n\n
\n Sales <\/div>\n <\/div>\n
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The cohorts of very experienced sales professionals focused on:<\/span><\/p>\n

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  • negotiating with powerful OEMs,<\/span><\/li>\n
  • managing aggressive behaviors,<\/span><\/li>\n
  • defending value in multi-year, system-level agreements.<\/span><\/li>\n<\/ul>\n <\/div>\n \n
    \n Read more\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n\n \n
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    \n <\/mask><\/mask><\/g><\/g><\/svg> <\/div>\n\n
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    \n Part 2 <\/div>\n\n
    \n Engineering <\/div>\n <\/div>\n
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    Director-level engineers participated in a one-day session focused on higlighting how important is their role in negotiations.<\/span><\/p>\n <\/div>\n \n

    \n Read more\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n\n \n
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    \n <\/mask><\/mask><\/g><\/g><\/svg> <\/div>\n\n
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    \n Part 3 <\/div>\n\n
    \n Procurement <\/div>\n <\/div>\n
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    Commodity managers worked on:<\/span><\/p>\n

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    • advanced negotiation tactics,<\/span><\/li>\n
    • analytical preparation,<\/span><\/li>\n
    • strategy,<\/span><\/li>\n<\/ul>\n

      with one clear objective: maintaining the BOM cost at an acceptable level in an environment where customer pressure is constant and margin recovery opportunities are limited.<\/span><\/p>\n <\/div>\n \n

      \n Read more\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n\n \n
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      \n <\/mask><\/mask><\/g><\/g><\/svg> <\/div>\n\n
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      \n Part 4 <\/div>\n\n
      \n Operations and Support Functions <\/div>\n <\/div>\n
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      A half-day negotiation awareness session brought together people from HR, production, engineering, logistics, and plant management.<\/span><\/p>\n <\/div>\n \n

      \n Read more\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n\n <\/div>\n<\/div>\n\n