Better results in purchasing & sales negotiate
For optimal negotiation results, we combine years of industry expertise with the latest scientific findings. NASHER accompanies you in all strategic negotiations: from monopoly negotiations to game-theoretical competition negotiations.
Dr. Oliver Mäschle — Head of Consulting
Advantages of our organizational consulting for negotiations
Free potential analysis
Free identification of potential before the start of the collaboration
Performance-related compensation
Fee with significant performance-related component
Industry expertise
Use of senior industry experts
Cracking monopolies
Successful negotiation even in the absence of competition
Scientifically sound
Use of methods with demonstrably better results
The challenge
Lack of resources for the most important negotiations
Large-volume strategic negotiations only take place on an irregular basis. As a rule, there is a lack of operational capacity for thorough preparation and there is often a lack of routine for implementation. The Nasher team supports you in your most important negotiations with expertise and manpower.
Your negotiation consulting team
Personal supporters for better results
Our team of negotiation experts complements each other perfectly. We have experts with years of experience in the most important sectors and product groups. We feel comfortable in any negotiation environment: from interest-based monopoly negotiations to game-theory-optimized competition negotiations.
Get the best negotiators on your team without detours
Step by step to the best negotiation advice
1. agreement initial consultation
Arrange an initial meeting with the negotiation expert for your specific case. specific case.
2. identification of the potential
We analyze your data free of charge, derive the negotiation potential and outline the course of the project.
3. start negotiations
We start the negotiations together and leverage the identified potential.
Leading international media report about us
Globally recognized expertise
Our international network
Our industry expertise
Benefit from our experience in your industry
Automotive
The leading industry in Germany is characterized by a very high degree of maturity when it comes to negotiations. On the one hand, intense competition guarantees purchasing a high level of negotiating power when awarding new contracts. On the other hand, the sales department knows how to opportunistically exploit cumbersome approval processes and regular technical changes. In this industry, you have to master the full range of negotiation methods in order to achieve your negotiation goals.
Semiconductor
The semiconductor industry is characterized by highly complex production processes, limited capacities and international players. This makes negotiations in the semiconductor sector particularly difficult. In this industry, the focus is on interest-based negotiations with bilateral partners — with a great deal of intercultural sensitivity.
Construction
No other industry has to contend with cost explosions after the conclusion of a contract as much as the construction industry. Therefore, the focus in construction negotiations must be on the contract in addition to the price. Technical changes must be anticipated and negotiated at an early stage. Penalties, payment dates and other typical points of contention must be negotiated at the optimum time in order to realize a successful project.
IT & Software
The IT & software environment is a vendor market. The change costs in organizations for changing software that is already in use are prohibitively high. The providers understand this and fleece their customers with monopoly prices. Traditional technical price plausibility methods are ineffective here. Only those who know the providers’ price structures inside out and understand the incentives of top management can achieve outstanding results in this market with interest-based negotiations.
Pharmaceuticals
Price pressure in the pharmaceutical industry is noticeably lower than in other sectors. This is due, for example, to patents, strict regulation and strong strong preferences of end consumers. The focus of negotiations is therefore often on other topics. This is where creative negotiators can successfully enlarge the pie and conclude highly profitable integrative deals.
Consumer Electronics
A global supplier base and intense competition are just two of the characteristics of the consumer electronics industry. Here, negotiations are fought with all permitted means. In this environment, the focus is on competitive negotiation methods that enable optimal prices in a highly competitive market.
Automation & Engineering
A high level of technical understanding is required in mechanical engineering and the automation industry in order to negotiate successfully. Suppliers generally offer very different technical solutions. In order to avoid falling into a monopoly trap, several technical solutions must be made comparable. In this environment, it is not the short-term procurement costs but the life cycle costs that are decisive for sustainable negotiation success.
Public Procurement
Public procurement law is both a curse and a blessing for negotiators. High demands on processes, transparency and equal treatment make pragmatic negotiations impossible and mercilessly punish careless mistakes. However, with thorough preparation and experience, competitive and price pressure is maximized in these structured award processes. Public procurement is also the most scientifically researched sector. Here in particular, science offers many innovative opportunities for optimization.
Metal Parts
Successful negotiators in this industry use a variety of technical plausibility methods and always keep a close eye on the markets for raw materials and primary materials. Due to the high intensity of competition, you need to be firm in game-theoretical negotiation methods and the corresponding counter-strategies.
Moulded Parts
Experienced negotiators in the injection molding industry know all the technical details about granulates and resins, cavities and throughput times. Strong raw material suppliers on the one hand and highly competitive customer markets on the other put injection molders in a sandwich position. Nevertheless, by knowing and exploiting the weak points of the other side, outstanding negotiation results can also be achieved in this sector.
Logistics & Transportation
Negotiators in the logistics industry often encounter highly complex issues. Different technical concepts of contract logistics providers have to be made comparable with each other or the time and financial implications of different sea routes have to be clearly understood. Fortunately, scientific methods from mathematics and data science, coupled with years of experience, offer solutions for your negotiation success.
Services
None of the categories mentioned here is as heterogeneous as the negotiation of services. Sometimes you negotiate the hourly rates of auditors, sometimes you negotiate complex development services from engineers. In addition to the hourly rates, the contract and a suitable framework for cost control after the start of the project play a decisive role in the success of the negotiation.
Free Negotiation Type Test
What type of negotiator are you?
Find out in just 5 minutes where your strengths and potentials lie.
Together with your result, you will receive a video in which you will learn the most important things about your negotiation type. This way you will already benefit in the next negotiation.
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Prof. Dr. Jack Nasher
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You get the support you want
- Personal individual case consultation
- Consulting for companies and organizations
- Retail Advisory