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...

Interest Based Negotiation: your first step as a buyer in training.

Interest Based Negotiation, also known as integrative or principled negotiation, represents a paradigm shift in the approach to negotiations. Originating from the Harvard Negotiation Project in the 1980s, it has significantly influenced...

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...

learn to negotiate as a professional buyer and become the F1 driver of negotiation

How do I learn to negotiate as a professional buyer

In procurement, negotiation stands as a pivotal skill that can significantly influence an organization’s bottom line and supplier relationships. For junior buyers eager to elevate their negotiation skills from sufficient to strong,...

The Procurement Framework blog at LHTS

Tag: negotiation