Negotiation
Strategy and game leadership
Preparation, dependency, shifts in level, tactics and a robust response logic.
Insights
Knowledge that improves decisions.
Practice-based analysis of negotiation, procurement, supply management and organizational performance.
Topics
From the specific negotiation to the operating model.
Cost
Cost truth and claim assessment
Cost drivers, baselines, indices, productivity and commercial derivation.
Organization
Procurement transformation
Governance, roles, category ownership, KPIs and the link to ERP.
Latest articles
Experience, methodically distilled.
19. May 2026 · 3 min read
Critical NegotiationsNegotiation Capability
Critical negotiations are won before the meeting starts
Why objective, alternative, evidence, mandate and response logic must be clear before round one – and why strong negotiators do not improvise, but respond from preparation.
Read insight →4. November 2025 · 2 min read
Critical NegotiationsSupply Management
Single source does not mean negotiation powerlessness
Levers remain even without a short-term supplier alternative. The key is to decompose dependency precisely and avoid weakening the position with an implausible switching threat.
Read insight →17. June 2025 · 3 min read
Critical NegotiationsProcurement
Cost truth: how to test supplier price claims
A price increase is not a fact but a hypothesis. Break it into relevant cost drivers, volume, productivity and mix effects before negotiating the number.
Read insight →11. February 2025 · 3 min read
Negotiation CapabilityProcurement
Procurement operating model: governance before digitalization
A new ERP does not resolve unclear mandates. Organization, category ownership, decision rights and governance must be designed before they are configured in a system.
Read insight →