High Impact NEGOTIATION STRATEGIES

In procurement, smart framing beats force. This article breaks down how to use the Decoy Effect—a behavioural science tactic—to guide suppliers toward your ideal outcome without pressure. Includes ready-to-use negotiation structures for…

India is a land of immense opportunity—and complexity. To succeed in business negotiations here, foreign professionals must understand the nuances of hierarchy, relationship-building, and communication styles deeply embedded in Indian culture. This…

In high-stakes procurement, perception is leverage. This article explores how elite buyers use the contrast principle to frame negotiations, control supplier expectations, and turn tough demands into easy “yeses.” Includes real-world examples,…

In today’s procurement landscape, price cuts and supplier collaboration are no longer enough to drive meaningful results. This article explores how procurement professionals can apply the principle of loss aversion—a powerful cognitive…

Procurement teams don’t lose negotiations in the room—they lose them in the preparation. This article explores five leverage-killing challenges and offers practical, actionable strategies to take back control. From benchmarking tactics to…

If you’re responsible for negotiating SaaS contracts, this is the playbook you can’t afford to ignore. Learn how to craft a high-impact price negotiation letter using real-world procurement strategies, usage audits, competitive…

Are ineffective software negotiations impacting your bottom line? Discover essential strategies with the BNA Procurement Negotiation Training and Software Negotiation Playbook to confidently tackle vendor tactics, hidden costs, and achieve measurable cost…

Discover how to effectively apply SWOT analysis in supplier negotiations. This guide offers detailed insights, actionable strategies, and practical examples to leverage internal strengths, manage weaknesses, exploit market opportunities, and mitigate threats…

Negotiating in China requires more than just business acumen—it demands cultural intelligence, patience, and the ability to build long-term relationships. Unlike Western deal-making, which often prioritises efficiency and contracts, Chinese negotiations are…

In supplier negotiations, power dynamics dictate outcomes. Procurement teams often negotiate reactively, responding to supplier-driven pricing and terms. However, by using the Supplier Power vs. Buyer Power Mapping Model, procurement professionals can…