Latest / The Buyer's Side with Fexingo: Procurement, Sourcing, and B2B Purchasing Decisions
How One Buyer Used Negotiation Training to Cut Costs 14 Percent
In Episode 137 of The Buyer's Side, Lucas and Luna explore how a mid-sized industrial manufacturer transformed its procurement function by investing in structured negotiation training for its buyers. The initiative delivered a 14 percent cost reduction over 18 months—far exceeding the training cost. They break down the specific techniques taught, from anchoring to mutual gains bargaining, and discuss why soft skills often yield harder savings than technology. Listeners learn how to replicate the approach inside their own teams, including the three negotiation drills that produced the…
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