Workshop taught by our partner AIC – Automotive Intelligence Center
The latest approach of OEM purchasers is to “threaten” suppliers with the claim/statement they are “no longer competitive” comparing their European parts prices with China prices in order to request way more than the usual 3-5% price reduction. Suppliers are frightening to lose the whole business with this customer and feeling caught in a psychological trap mostly unable to find an appropriate answer and strategy.
Through an intensive one-day session, teams consisting will work together to develop concrete strategies, explore internal structural changes, and learn how to “smartly” break rules and specifications in situations that represents more complex challenge that requires a blend of psychological insight, tactical planning, and strategic thinking to navigate successfully—and even turn into an advantage.
DATE, TIME and PLACE:
October, 09th, from 9:00 to 18:00.
At AIC Academy (Amorebieta-Etxano).
Meal included
AIMED AT:
Executives and key account managers al kind of companies
OBJECTIVES:
- Understand the current pricing pressure tactics used by OEMs, especially comparisons with Chinese part prices.
- Learn how to respond strategically when facing aggressive demands for price reductions.
- Develop internal structural strategies to strengthen negotiation positioning.
- Explore psychological approaches to break the “trap” and regain control.
- Practice how to smartly challenge specifications and rules when needed.
- Turn complex negotiation situations into strategic opportunities.
