The Negotiation Advantage
From Trading to Creating.
What we hear
Every negotiation feels like a positional trade? Wins on price come back as losses somewhere else?
A different way to see it
The best negotiations don't split a pie. They grow one. When true cost, options and relationship design are in place, negotiation becomes a creative act.
How it works
We run negotiations that combine rigorous cost intelligence, prepared options and clear relationship intent so value gets created, not just claimed.
The outcome
Commercial outcomes that both parties defend, and value that keeps compounding after signature.
How it connects
Realises the value designed in Strategy and sets the foundation for Contracting and Supplier Development.
The Diagnostic
The Negotiation Diagnostic
An assessment of how well prepared your negotiations are, and how much value is being traded away rather than created.
This diagnostic is in development. In the meantime, the Spend Intelligence, Stakeholder Engagement and True Cost diagnostics are live and are the usual starting point for Negotiation work.
Questions about Negotiation
What is Negotiation in the Collaborative Procurement Operating Model?+
Negotiation is Domain 07 of the Execution phase (Activate). The best negotiations don't split a pie. They grow one. When true cost, options and relationship design are in place, negotiation becomes a creative act.
How does Practical Procurement approach Negotiation?+
We run negotiations that combine rigorous cost intelligence, prepared options and clear relationship intent so value gets created, not just claimed.
What outcome should procurement leaders expect from the Negotiation advantage?+
Commercial outcomes that both parties defend, and value that keeps compounding after signature.
How does Negotiation connect to the rest of the operating model?+
Realises the value designed in Strategy and sets the foundation for Contracting and Supplier Development.