Negotiation

By Jan Valkhof and Robert Driessen in DEAL! (This article is based on the previously published article and updated with recent data) Buyers: The facts are there for the taking! Negotiating is inherent to buying, but does that mean that all buyers are good at it? And, if so, what is the quality of this competence […]

Fictional inflation: What is it? Fictional inflation is a term we came up with when, based on data over the last years, we saw a few disturbing trends occurring. Fictional inflation is the mechanism that occurs especially in times of crisis, where real inflation is overshadowed by fake inflation. When the (global) market is completely […]

‘I understand you stopped offering promotional gifts and started donating the budget to charity? Well, that’s a great initiative. Really, admirable! But ehh, you did get me a box of red wine didn’t you?..’ F. 1000,- The time when buyers had to clear their entire garage to run a temporary wine trade is in the […]

Even in these difficult times of price increases, it is possible for buyers to achieve competitive advantage. In this blog, there are 10 practical tips that may give you some inspiration. Many prices are increasing, it’s hard to deny that. The newspapers are full of articles about increased raw material costs, energy prices and transportation […]

The term ‘negotiate’ yields 71,5 million results in Google. But the fundamentals of powers in negotiating are actually quite easy. Just take the following three types of power in consideration to acheive next level negotiations: The power of position The power of timing The power of information I’m going to illustrate these three types by […]

A negotiation process is usually an unfair process. This needs to end. Everyone is entitled to a fair price and to achieve this, it is important to work with transparent data and to have an open and honest conversation. As a young procurement professional, I looked up to the often experienced account managers on the […]