Nasher blog title - 3

Dr. Oliver Mäsch­le streng­thens the Nego­tia­ti­on Con­sul­ting team

Dr. Oliver Mäsch­le is a pas­sio­na­te nego­tia­tor and joi­n­ed the NAS­HER “Nego­tia­ti­on Con­sul­ting” com­pe­tence team in Sep­tem­ber 2023. During his stu­dies of eco­no­mics in Munich and Ros­tock, he was alre­a­dy inten­si­ve­ly invol­ved in microe­co­no­mic, beha­vi­oral eco­no­mic and psy­cho­lo­gi­cal rese­arch on the sub­ject of nego­tia­ti­ons. 

Imme­dia­te­ly after com­ple­ting his stu­dies, he joi­n­ed TWS Part­ners as a nego­tia­ti­on con­sul­tant. The con­sul­tancy spe­cia­li­zes in the use of auc­tions and nego­tia­ti­ons in indus­try. The­re he gai­ned nego­tia­ti­on expe­ri­ence as a pro­ject mana­ger for well-known lar­ge cor­po­ra­ti­ons in various indus­tries such as auto­mo­ti­ve, con­su­mer elec­tro­nics trans­por­ta­ti­on and phar­maceu­ti­cals.

His next stop was at a for­mer nego­tia­ting oppo­nent, the cable harness sup­pli­er Krom­berg & Schu­bert. At the auto­mo­ti­ve sup­pli­er with more than 50,000 employees world­wi­de, he con­tri­bu­ted his nego­tia­ti­on skills in both direct and indi­rect purcha­sing and mode­ra­ted all glo­bal sourcing com­mit­tees.

He even­tual­ly joi­n­ed the Nego­tia­ti­on Advi­so­ry Group. At that time, it was a start-up that quick­ly grew from eight to more than 40 employees. In his role as Direc­tor, he mana­ged major pro­jects in sec­tors as diver­se as the semi­con­duc­tor indus­try, air con­di­tio­ning and hea­ting tech­no­lo­gy and mecha­ni­cal engi­nee­ring. He play­ed a lea­ding role in gui­ding his cli­ents through their most important stra­te­gic nego­tia­ti­ons. 

Bet­ween nego­tia­ting magic and purcha­sing exper­ti­se

He descri­bes his con­sul­ting work as a mix­tu­re of nego­tia­ting magic and down-to-earth purcha­sing and sales exper­ti­se — ana­ly­ti­cal skills are just as important as com­mu­ni­ca­ti­ve social skills. After all, nego­tia­ti­on con­sul­ting is not just about fin­ding the right stra­tegy at the right moment. It also means unpre­ten­tious­ly kee­ping your back to the cus­to­mer, who is often ful­ly occu­p­ied with day-to-day busi­ness obli­ga­ti­ons.

One man for all nego­tia­ti­on cases

As a nego­tia­ti­on con­sul­tant, you face very dif­fe­rent chal­lenges. Accor­ding to Dr. Mäsch­le, some­ti­mes it is a mat­ter of “put­ting out fires quick­ly”, for exam­p­le when a cus­to­mer has to build a new plant in a very short space of time or when the­re is still a huge savings gap in purcha­sing towards the end of the finan­cial year. In such cases, nego­tia­ti­on manage­ment must be used prag­ma­ti­cal­ly and swift­ly to achie­ve the inter­nal goals that have been set.

Other cus­to­mer situa­tions are cha­rac­te­ri­zed by more con­ti­nui­ty. In trans­for­ma­ti­on pro­jects, for exam­p­le, the aim is to sus­tain­ab­ly impro­ve an organization’s inter­nal nego­tia­ti­on skills. After car­ry­ing out a few light­house nego­tia­ti­on pro­jects in tan­dem with the cus­to­mer, purcha­sing and sales are inten­si­ve­ly trai­ned across the board. The con­clu­si­on of such a trans­for­ma­ti­on pro­ject is often the sus­tainable estab­lish­ment of a dedi­ca­ted cen­ter of com­pe­tence for nego­tia­ti­ons. This is alre­a­dy the case at various DAX com­pa­nies. 

Dr. Mäsch­le Tasks and goals at NAS­HER

Dr. Oliver Mäsch­le is respon­si­ble for the “Orga­niza­tio­nal Con­sul­ting” divi­si­on, whe­re he con­ti­nues his suc­cessful work to date. Tog­e­ther with Dr. Jack Nas­her, he con­ti­nues to deve­lop the ran­ge of con­sul­ting ser­vices for com­pa­nies. Young talents and old hands are always wel­co­me in the team.

Learn more

Direct mes­sa­ge to Dr. Mäsch­le

Share this post!

Dates