Use the extended Kraljic matrix to distinguish real from perceived dependencies and evaluate your own position of power realistically.
Negotiating with Monopoly Suppliers
No real alternative? With single-source suppliers in particular, your own negotiating position often seems weaker than it really is. Yet even in situations of dependency, there is room for manoeuvre – you just need to recognise it and use it strategically.
In this two-day practical training, you will learn to assess power relationships accurately, identify your own negotiation aces and negotiate convincingly even when your alternatives are limited. Real-life case studies and targeted exercises will help you strengthen your negotiating position for the long term.
Target group
This training is designed for purchasing professionals who negotiate with single-source suppliers, monopolists or suppliers with strong negotiating power. It focuses on situations in which technical, economic or strategic dependencies limit your options.
In person or virtual
Special circumstances call for special measures. All En GardE trainings can be booked in person or virtually. Contact us – we will be delighted to advise you and find the ideal solution for your needs together.
Training contents
Assessing dependencies accurately
Using sources of power strategically
Understand French & Raven’s bases of power and identify ways to build countervailing power.
Discovering your negotiation aces
Use reference value, volume potential, development partnerships and strategic roadmaps to strengthen your negotiating position.
Developing alternatives despite a monopoly
Create new options through dual sourcing, make-or-buy, substitution and standardisation, and expand your room for manoeuvre in the long term.
Using time and information strategically
Improve your position through forward planning, targeted signalling and a conscious approach to information asymmetries.
Actively shaping supplier relationships
Apply cooperation and pressure as the situation requires. Reduce dependencies in the long term with partnership models such as open book and joint cost reduction.
Applying negotiation tactics effectively
Use salami tactics, anchoring, transparency and future potential in a targeted way. Recognise and counter the monopolist’s tactics.
Overcoming deadlocks with confidence
Respond appropriately to standard price arguments, delaying tactics, being ignored and threats – and negotiate with confidence even from a weaker position.
Analysing real-life cases
Use the FairPack negotiation simulation and your own supplier situations to analyse power relationships, interests and concrete options for action.
Transferring learning into practice
Develop concrete immediate measures for your own single-source situations and define your next steps in a personal action plan.
Your benefit
Better negotiation results
Achieve better prices, services and terms by negotiating more effectively.
More effective approach
Start your negotiations in a structured manner by managing negotiations without making bad compromises.
Save time
Cut down on the time needed for negotiations within your organisation by using targeted negotiation techniques.