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It’s not a walk in the park assembling long-term business agreements

A long-term agreement may take different forms: fixed price, a yearly adaptation based on market changes, variable compensation based on results, lump sum, revenue sharing, the list goes on... So what works best with what? We asked 10 industry experts...   Sustainable business success is built upon positioning your resources and partnerships to create value that lasts the full mile. If your business wants to stay in the game for the long run, you must forge healthy long-term agreements with suppliers and customers. Easier said than done. New threats, market fluctuations, competitive alternatives constantly test your profitability and success, so we asked a group of 10 sales and

2020-12-11T10:07:15+00:00

Shifting the Balance of Power when negotiating in long-term business relationships

The relentless assessment and recognition of “who’s got the power in this discussion” play a vital role in the success of your negotiations. In a roundtable discussion featuring 10 senior Sales and Procurement experts, we explored a number of strategies that aid in tilting the scales in your favour. The six key dimensions we singled out are investigated below:   1.      Having the mindset to create leverage. As Laurence Perot, Head of Global Supply Chain Procurement at Logitech, highlights, “we need to create leverage if there is none.” She explains that an effective way to do this is by working at different levels throughout the organisation. “In my

2020-12-11T10:08:05+00:00

7 Procurement Experts Share Their Negotiation Success Stories

It's so easy to get caught up in day-to-day operations that you don't have a moment to celebrate nor reflect on the key wins you experience. Hear from 7 Procurement Experts as they reflect on their own successes and the strategies they used to close the big deal.   This article was based on research conducted by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.     Communicating effectively While preparing for a large negotiation (contract value > CHF 500 MIL.), we had to have senior executive’s approval of our strategy. We influenced the stakeholders by tailoring the

2020-12-11T10:08:59+00:00

How to Use Emotional Messaging to Influence Others

This article was based on research conducted by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.   It is hard to imagine anyone who hasn't been involved in a heated argument or negotiation at some point during their professional and personal lives. As we get older, we hope outbursts become less physical and more controlled. The problem with this is that emotion drives our decision making. As Douglas Van Praet, the author of Unconscious Branding: How Neuroscience Can Empower (and Inspire) Marketing, puts it:   “The most startling truth is we don’t even think our way to logical solutions. We

2020-12-11T10:09:38+00:00

The Most Important Lessons About Negotiation You Should Know

After countless hours of negotiation and influencing, we asked seven procurement experts to highlight their most important lesson on negotiation.   If you are a young business professional navigating the seas of managing large contracts and are looking to prove yourself, tune in, instead of trying and failing, take to the advice from these experts and you can fast-track your negotiation success.   This article was based on research conducted by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.   Easy to say, hard to do but preparation is a MUST You should always go well prepared in

2020-12-11T10:10:22+00:00

How do you influence your internal stakeholders?

For most, influencing externally comes easier, but when you have to influence internally, there is a mountain of factors and intricacies to navigate.   This article was based on research conducted by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.   7 Procurement Experts share their advice on how they creatively influence their internal stakeholders to come to agreements and a consensus for any different challenges they or the company faces.   Matching their requirements Carefully! The ability to influence internal stakeholders is about knowing what is important to them and finding a solution that matches their requirements.

2020-12-11T10:14:48+00:00

7 Procurement Experts Recount The Salespeople Who Stand Out From The Crowd

What makes a salesperson stand out from the crowd? Creativity? Understanding? Perseverance? Preparation? Read the opinions from 7 Procurement Experts and learn some tips on improving your sales competencies.   This article was based on research conducted by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.     Thinking outside of the box It’s important that salespersons have the ability to think out of the box and can come up with creative ideas. During a renewal negotiation with the caterer for our staff restaurants, we got stuck on the question on how to run them. We had quite

2020-12-11T10:11:10+00:00

7 Procurement Experts on Mentoring Your Direct Reports in the Art of Negotiation

Find out from 7 procurement experts how they transfer their expertise, making the company find long term success.   This article was based on research conducted by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.   For any junior buyer, facing head to head with an experienced negotiator can be especially intimidating. In many cases, they are thrown into the deep end without enough preparation and guidance by their colleagues and superiors. 7 procurement experts and leaders in their respective industries shared their wisdom on what they consider as the best practice for teaching direct reports and junior negotiators

2020-12-11T10:12:15+00:00

7 Negotiation Tricks Procurement Professionals Must Know

[vc_row content_placement="middle"][vc_column][vc_column_text] Every procurement professional has a special bag of tricks when negotiating– let’s see if you recognise these 7 tips from experts in the field.   This article was based on research conducted by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.   The benefits of countless hours of negotiation experiences are that you know what to do more and what to stop doing. We discover the key traits and tools that make us perform better in our next negotiation. Giuseppe Conti, Founder and Managing Partner of Conti Advanced Business Learning, interviewed seven procurement leaders to find out their favourite

2019-03-26T13:46:23+00:00

7 Procurement Experts Recount Their Negotiation ‘Letdowns’​

[vc_row content_placement="middle"][vc_column][vc_column_text] Every procurement professional knows that supplier negotiations aren’t always plain sailing – and we’re sure you’ll relate to these seven scenarios.   This article was originally published on Procurious, it was based on research conducted by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training   It’s happened to even the best negotiators. Leaving a negotiation with less than desired results might even be called a rite of passage for procurement professionals. It’s frustrating and time consuming but there are learnings to gain from every disappointing negotiation. Giuseppe Conti, Founder and Managing Partner of Conti Advanced Business Learning, interviewed seven

2019-03-04T13:51:08+00:00
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