Workshop
Fact-Based Negotiation
Workshop focused on data-driven negotiations: how to build argumentation based on should-cost, benchmarks and market analysis, how to reject unjustified price increases, how to conduct price conversations based on facts, not intuition.
Fact-based argumentation changes the nature of negotiations - from positional combat to a dialogue grounded in cost logic.
Problem
Where organisations get stuck
Intuitive negotiations without grounding in market data
Difficulties justifiably rejecting price increases
No ability to prepare factual argumentation
Approach
How engagements work
- 01
Should-cost and benchmarking theory with exercises
- 02
Argumentation build for a real scenario
- 03
Negotiation simulation with factual argumentation
Results
What changes operationally
- 01
Ability to build data-based argumentation
- 02
Practical tools: should-cost, benchmarks, calculation models
- 03
Confidence in price conversations with suppliers
Format
- Engagement format
- 1-day workshop; in-company or open; requires data preparation by participants.
- Capability area
- Workshop
See also
Related areas
Procurement Negotiations
Workshop
Should-Cost Analysis
Cost Intelligence
Spend Analytics
Analytics
Let's talk about what this looks like in your organisation.