The purchaser is surrounded by a tight frame of requirements: quality, price, JIT, capital commitment and working capital, leadtime risk, vendor manager inventory. This exceeds negotiating with suppliers by far. We look at planning and calculating storage, logistics and assembly (deployment). As multiple suppliers form part of a supply chain, however, cooperation has to develop into partnership. Not an easy task for either side…

The spectrum of purchasing is wide-ranged: e-auctions, time-saving standardised RFQs, use of internal IT systems and databases… Purchasers need to be as well skilled in processes and conflicts. The key to good negotiation is to be well-prepared for the discussion. With our expert Angela Sonntag.

Simulations with Apples & Oranges, Decision Base management game