2013-03-12 10:03:56 -

The art of supplier negotiation has become increasingly complex in today's marketplace, leaving organisations at risk of overpaying suppliers and operating under less-than-favourable contract terms, according to the procurement practitioners that attended BravoSolution's Real World Sourcing Series.

At the first event in the 2013 Real World Sourcing Series, hosted by BravoSolution, the spend analysis : cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Fww .. and strategic sourcing : cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Fww .. company, procurement expert Guy Allen : cts.businesswire.com/ct/CT?id=smartlink&url=http%3A%2F%2Fwww .. shared five core approaches to effectively negotiate supplier prices and contract terms.



- Logic: Lay your cards on the table, and work with the supplier to come to an agreement that makes sense for both parties. This approach is best used when your price is

above what the market is dictating.


- Power: If your business is critical to a supplier’s financial success and reputation in the market, the supplier will be more likely to negotiate and offer better terms.


- Trading: Price is only one of many key factors that can dictate success or failure in the supply chain. Ensure that you include supply quality, lead time, volume of delivery, etc. in your needs assessment.


- Conciliatory: If the negotiation completely stalls, split the difference with the supplier to maintain the relationship and avoid supply disruptions.


- Emotive: If a buyer-supplier relationship has evolved to a true partnership, use the history and rapport between both parties to plead an emotional case.



The Remaining 2013 Real World Sourcing Series : cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Fww .. Dates and Topics

Led by supply chain and purchasing expert Guy Allen : cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Fww .. and sponsored by Spend Matters UK/Europe : cts.businesswire.com/ct/CT?id=smartlink&url=http%3A%2F%2Fspe .. , the series consists of six briefings focusing on key issues that procurement teams must conquer to effectively drive organisational change. In conjunction with the series, BravoSolution will offer participants the chance to win the £2500 Real World Sourcing scholarship for additional procurement training.



- 17 th April 2013 – Contract Management – Generating Real Value from your Contracts : cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Fww ..
- 22 nd May 2013 – Effective Supplier Relationship Management : cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Fww ..
- 18 th September 2013 – The Sourcing Revolution - Market-Informed Sourcing : cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Fww ..
- 23 rd October 2013 – Preparing for a Merger or Takeover : cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Fww ..
- 27 th November 2013 – Transforming Procurement – Myth or Reality? : cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Fww ..


Venue: The Jameson Room, Bentley's Restaurant, 11 Swallow Street, London W1B 4DG


Time: 11.00 a.m. to 2.30 p.m., including lunch.

A limited amount of space is available for each session. Register today : cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Fww .. . If you cannot attend the in-person briefings, online sessions : cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Fww .. are open to participants.

Interested in the event series? Share the news : cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Ftw .. with your colleagues and peers.


About BravoSolution

Supply management executives are now, more than ever, under pressure to deliver more savings, develop and manage strategic supplier relationships, accelerate procurement cycles, and maintain process excellence. Confronted with these diverse yet consistent challenges, CPOs and sourcing professionals must seek tailored solutions that deliver rapid ROI to their business.

BravoSolution offers leading software and services to fit the needs of today’s sophisticated supply management organisations. Our services organisation, one of the world’s largest teams of professionals dedicated exclusively to sourcing and procurement consulting, delivers lean, targeted services to support strategic sourcing and procurement initiatives. Our industry leading software toolkit supports the full supply management lifecycle across myriad industries, geographies and business models.

As of today, over 50,000 procurement professionals in 60 different countries are benefiting from BravoSolution’s technology and services – unlocking tangible benefits such as increased process efficiency, decision support, cost reduction, improved process governance, greater quality relationships with vendors and the ability to share, understand and act upon the wealth of sourcing-related data held within their organisation.

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BravoSolutionCourtney Porcella, +1-617-969-9192 cporcella@corporateink.com : mailto:cporcella@corporateink.com