The 'winner' of successful negotiations is the right preparation. Strategy, methods and tools have to be used individually and in a target-oriented way - a professional approach for achieving your goals.
A negotiation is a process. At any point in time, you need to know what to expect and how to react. Not only when a reaction is required, but already before the start of the negotiation - only in this way will you have thought through all scenarios and free yourself from emotional influencing factors and time pressure, which is not conducive. You use the psychology of negotiation and do not become its victim.
Our customers often face similar challenges:
- How do I get the best result from my annual price negotiations?
- How do I breathe fresh air into my purchasing or sales organization?
- How do I achieve my purchasing or sales goals?
- How do I break the balance of power in quasi-monopolies?
- How do I make the right supplier decision for a new procurement?
- How do I enforce additional price demands and claims due to increased costs?
- How do I win projects against my competition while maintaining margins?
- How do I achieve the highest savings or the best price-performance ratio?
Maximize competition and results through game theory
With our proven award process, we ensure a deep understanding of the market and ensure a fall-back position. We create comparability so that the naked price is not squeezed, but the best price-performance wins in the interest of our customers. Competition-maximizing packages and game-theoretically optimized negotiation rules enable extraordinary results.
The procedure is approved internally by the customer to create maximum commitment. Clear and transparent communication ensures a high level of acceptance on the part of suppliers. And last but not least, routine and professional execution ensures that expensive mistakes are avoided and excellent results are achieved.
Bilateral negotiation
Whether classic annual price negotiations with a strategically important partner or monopoly negotiations. With professional preparation and negotiation management, we also support you in classic 1-on-1 situations.
Negotiation strategy: Together with you, we develop an overarching strategy with a clear roadmap for the negotiation, consequences and breaking points.
Negotiation tactics: We meticulously prepare every negotiation round. Goals, agenda, role allocation, consequences & tradables are jointly coordinated so that the negotiation team is ideally prepared for the negotiation.
Negotiation technique: Our negotiation professionals enter the negotiations together with you or act as shadow negotiators in the background. Either way, we teach scientifically proven tips and tricks and ensure best execution.
Sales training and sales coaching
We know both sides of the negotiation table. This makes us not only a coach for purchasing, but also a valuable partner for the sales organization.
Competition: We help you avoid competitive awards and apply procurement rules in your favor.
Bilateral negotiations: With our extensive purchasing experience, we prepare you for negotiations with purchasing in a targeted manner, helping to enforce price demands and claims.
Sales and pricing strategy: Detached from individual negotiations, we help you find the right approaches to acquisition and pricing. We support you in differentiating yourself from the competition, increasing the probability of success and optimizing margins.