How do I get better at procurement negotiation?
Kristian LundProject Manager Væksthus Greater Copenhagen
Make sure that you differentiate between bargaining and negotiation deals. Ideally, you want to establish a long-term relationship with your supplier to obtain mutual benefits.

Procurement negotiation is typically about creating valuable deals for both parties. This requires compromises at certain levels.

Finding trustworthy suppliers and distributors takes time (maybe even more so in an African inter-regional context). So for me, a way to become better at negotiation is to better understand and cater for the needs of your business partner/supplier!

You can build good and long-term relationships in various ways. Inviting them to relevant business events, or even co-histing events, is one way. Other options could be to share information about what is going on in your company that could be of interest to your new business partner/supplier - that might a new product line, new recruitments, etc.

SmartProcurementWorld has some interesting takes on procurement negotiation. Read more on www.smartprocurementworld.com and the Africa Sourcing & Enterprise Summit

Feb 11, 2016
 
 
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