Selecting an E-Sourcing Tool Provider: Why Adoption Matters More Than the Provider List

In procurement, selecting an e-sourcing tool provider often starts with the wrong question: “Which provider should we choose?” A better question is: “How will we get buyers, stakeholders, and suppliers to actually...

How do I learn to negotiate as a professional buyer

In procurement, many buyers discover the need for negotiation the hard way. A supplier increases the price.A delivery date is missed.A quotation is higher than expected.A stakeholder wants a fast decision.A supplier...

Contract Clause Your First Step Towards Confident Contracting

Contract Clause Basics: A Buyer’s First Step to Confident Contracting

Many buyers feel comfortable discussing price, delivery time, specifications, payment terms, and supplier performance. But when the contract arrives, confidence often drops. The language becomes more formal. The clauses become longer. Legal...

Buyer approach in supplier monopoly markets

Monopolistic Markets in Procurement: What Buyers Can Do When Competition Is Missing

Most procurement work is built on one important assumption: there is competition in the supplier market. When several suppliers can meet the requirement, the buyer can compare offers, negotiate, challenge pricing, switch...

Negotiation Tips for Buyers: How to Use Bracketing and Small Price Steps

Many buyers enter supplier negotiations with a clear target but lose control once the supplier starts moving the discussion. A supplier may anchor high, reduce the price in large steps, or push...

Procurement E-Auctions: Why Buyers Hesitate and How to Use Them Correctly

I recently had the pleasure of speaking with Pierre Broenner expert in procurement e-Auctions. We discussed why e-Auctions haven't fully caught on yet.

Cost-Based and Value-Based Pricing in Procurement: How Buyers Understand Supplier Price Logic

Cost based and Value based pricing are very present in Sales and Procurement departments day to day work. The blogpost explain the basics.

How AI Is Transforming Negotiation and Contracting (Step 6) in Strategic Sourcing

Step 6 of the standard sourcing process—sending RFQs, negotiating terms, and contracting—can be radically enhanced through AI-powered chatbots and analytics platforms. Below, we explore key insights from a pioneering study on generative AI...

Suppliers from cultures other than yours

Cross-cultural negotiation is an increasingly important skill for professional buyers. Negotiating with suppliers from different cultures can be challenging, as cultural differences can affect communication, behavior, and expectations. In this blog post,...

Leverage on your Negotiation Skills while Commuting, by Johan Aaro.

From September 2022, I have developed a reading habit during my commutes to work and want to share by experiences in a guide to Leverage on your Negotiation Skills. Having conducted some...

The Procurement Framework blog at LHTS

Tag: negotiation