{"id":9932,"date":"2020-09-29T14:21:13","date_gmt":"2020-09-29T12:21:13","guid":{"rendered":"https:\/\/adconia.de\/en\/?page_id=9932"},"modified":"2020-09-29T14:22:44","modified_gmt":"2020-09-29T12:22:44","slug":"the-eternal-competition-procurement-and-sales-for-the-best-result","status":"publish","type":"page","link":"https:\/\/adconia.de\/en\/the-eternal-competition-procurement-and-sales-for-the-best-result\/","title":{"rendered":"The eternal competition &#8211; procurement and sales for the best result"},"content":{"rendered":"\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-6s8nfw-a686908ac46a96a6ea5b29df45968789\">\n.flex_column.av-6s8nfw-a686908ac46a96a6ea5b29df45968789{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-6s8nfw-a686908ac46a96a6ea5b29df45968789 av_one_full  avia-builder-el-0  el_before_av_one_fifth  avia-builder-el-first  first flex_column_div av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfnxj8w5-38d8b86e7eee7f8c0a9db6d0f7b68c46\">\n.avia-image-container.av-kfnxj8w5-38d8b86e7eee7f8c0a9db6d0f7b68c46 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-kfnxj8w5-38d8b86e7eee7f8c0a9db6d0f7b68c46 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-kfnxj8w5-38d8b86e7eee7f8c0a9db6d0f7b68c46 av-styling- avia-align-center  avia-builder-el-1  avia-builder-el-no-sibling '   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class=\"avia-image-container-inner\"><div class=\"avia-image-overlay-wrap\"><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-9845 avia-img-lazy-loading-not-9845 avia_image ' src=\"https:\/\/adconia.de\/en\/wp-content\/uploads\/sites\/5\/2020\/07\/Einblick.jpg\" alt='' title='Einblick'  height=\"800\" width=\"1200\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/adconia.de\/en\/wp-content\/uploads\/sites\/5\/2020\/07\/Einblick.jpg 1200w, https:\/\/adconia.de\/en\/wp-content\/uploads\/sites\/5\/2020\/07\/Einblick-300x200.jpg 300w, https:\/\/adconia.de\/en\/wp-content\/uploads\/sites\/5\/2020\/07\/Einblick-768x512.jpg 768w, https:\/\/adconia.de\/en\/wp-content\/uploads\/sites\/5\/2020\/07\/Einblick-1030x687.jpg 1030w, https:\/\/adconia.de\/en\/wp-content\/uploads\/sites\/5\/2020\/07\/Einblick-705x470.jpg 705w, https:\/\/adconia.de\/en\/wp-content\/uploads\/sites\/5\/2020\/07\/Einblick-450x300.jpg 450w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/div><\/div><\/div><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-632np8-ba5bdd16ee0a25a74a360c4322f0cf0b\">\n.flex_column.av-632np8-ba5bdd16ee0a25a74a360c4322f0cf0b{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-632np8-ba5bdd16ee0a25a74a360c4322f0cf0b av_one_fifth  avia-builder-el-2  el_after_av_one_full  el_before_av_two_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-4qeopo-df2b44cf5bbed9f6430445ab355aa6f7\">\n.flex_column.av-4qeopo-df2b44cf5bbed9f6430445ab355aa6f7{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-4qeopo-df2b44cf5bbed9f6430445ab355aa6f7 av_two_third  avia-builder-el-3  el_after_av_one_fifth  avia-builder-el-last  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-f2e348163c76500b6c131421510fb473\">\n#top .av-special-heading.av-av_heading-f2e348163c76500b6c131421510fb473{\npadding-bottom:10px;\nfont-size:24px;\n}\nbody .av-special-heading.av-av_heading-f2e348163c76500b6c131421510fb473 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n#top #wrap_all .av-special-heading.av-av_heading-f2e348163c76500b6c131421510fb473 .av-special-heading-tag{\nfont-size:24px;\n}\n.av-special-heading.av-av_heading-f2e348163c76500b6c131421510fb473 .av-subheading{\nfont-size:15px;\n}\n\n@media only screen and (min-width: 480px) and (max-width: 767px){ \n#top #wrap_all .av-special-heading.av-av_heading-f2e348163c76500b6c131421510fb473 .av-special-heading-tag{\nfont-size:0.8em;\n}\n}\n\n@media only screen and (max-width: 479px){ \n#top #wrap_all .av-special-heading.av-av_heading-f2e348163c76500b6c131421510fb473 .av-special-heading-tag{\nfont-size:0.8em;\n}\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-f2e348163c76500b6c131421510fb473 av-special-heading-h2 blockquote modern-quote  avia-builder-el-4  el_before_av_textblock  avia-builder-el-first  av-inherit-size'><h2 class='av-special-heading-tag '  itemprop=\"headline\"  >The eternal competition &#8211; procurement and sales for the best result<\/h2><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-2xnkyk-e3149921a6613f93713959072d54914f '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>If one takes the basic concept of game theory, procurement and sales achieve a positive result for both sides when both close to their own goals for a negotiation. This only works if the zone for an agreement (in which min\/max ideas from both sides overlap) is large enough and still contains a margin (negotiation measures) for both sides.<\/p>\n<p>Incited by bonuses, etc., both sides have the goal of achieving more through intransparency, of being smarter than the other side, of playing out their position of power. Everybody wants to make money, max. Either by better purchase prices or still higher selling prices. Often both parties see negotiations as a fight. Here perhaps times the definition (Wikipedia, 11.09.2020):<\/p>\n<p>&#8222;A fight (from Old High German kampel &#8222;Zankel&#8220;, from Latin campus &#8222;(battle) field&#8220;) is a dispute between two or more rival parties whose goal is to achieve an advantage or to cause a disadvantage for the other party. [&#8230;] Often a strategy helps to gain an advantage.&#8220;<\/p>\n<h2><strong>The right strategy &#8211; information as an advantage<\/strong><\/h2>\n<p>Here one likes to speak of negotiation strategy. This includes how one&#8217;s own goals for the negotiation are to be achieved. Own goals refer to the greatest possible own benefit, always related to the next negotiation. Not surprisingly therefore that a book like Sunzi: The Art of War, Machiavellis: The Prince or Miyamoto Musahis: The Book of the Five Rings is still a must read for managers today. All three books are about the right strategy to win a war or a conflict.<\/p>\n<p>But if you take a closer look at the contents, you can find another one in parallel. From Sunzi: The Art of War: If you know the enemy and yourself, you need not fear the outcome of a hundred battles. The basis of any strategy is the sovereignty of information. Knowing your own abilities, evaluating them and identifying your own strengths. The same then applies to the other side. Which strengths and weaknesses can be identified and how can they be put into an overall context. And first and foremost: How can I exploit weaknesses to my advantage.<\/p>\n<h2><strong>Transparency as a basis for strategy development<\/strong><\/h2>\n<p>There are many different methodical approaches to conducting negotiations: Havard concept (best alternative) to game theory approaches. Together also here: Optimizing my result to get a conclusion.<\/p>\n<p>But if you deal with Sunzi, you also find: &#8230; the true goal of war is peace.<\/p>\n<p>In an information age, in which we live today, intransparency is less and less an adequate means for a good negotiation between procurement and sales. Cost structure analyses, industry cost structures or worldwide benchmarks allow procurement to have ever better information about prices and costs. Fabulous prices for articles or services (&#8222;we always take our internal cost rate 4.3&#8220;) can no longer be placed on the market today. The transparency required in the various management approaches and in the techniques for conducting negotiations as a basis for strategy finding is possible today. But to what result does the exchange between procurement and sales lead?<\/p>\n<h2><strong>Do I really get what I want?<\/strong><\/h2>\n<p>The goal of every negotiation technique is the best alternative, the win-win situation or the balanced means of negotiation measures. So in the end a compromise. But due to the increased transparency, the negotiation space is becoming clearer and clearer nowadays. In the past, the internal cost rate was multiplied by 4.3 and used to determine the offer price, for example 43 \u20ac, but now it was a success for the procurement department to conclude at 36 \u20ac. After all the offer price was negotiated down by 17%. A great result for the procurement.<\/p>\n<p>Through worldwide benchmarks, cost structure analyses or linear price performance, purchasers today are already aware of the price level before a tender. A markup calculation of 4.3 is no longer feasible. The internal cost rate plus sales costs and margin is then more likely to be 12 \u20ac, which leads to a bid price of 14 \u20ac, not 43 \u20ac as before.<\/p>\n<p>The room for negotiation narrows accordingly to 10 to 14 \u20ac. Now it depends on the competitive situation and negotiating skills. Let us assume that the result is 11.70 \u20ac. A win-win situation, the sales department gives away some of the 20% margin and still has a good result.<\/p>\n<h2><strong>Final question: Does there have to be a winner? <\/strong><\/h2>\n<p>With each new round of negotiations, however, the room for manoeuvre in negotiations narrows further. And at some point both sides come to Sunzi&#8217;s point: &#8230;the true goal of war is peace. This broadly thought out: A common reduction of cost drivers on both sides is then the only way for procurement and selling to still improve a good result.<\/p>\n<p>If you look at this development, and the digitalization of communication will intensify this, the question must be realistically asked whether competition between procurement and sales is still modern today.<\/p>\n<p><strong>\u00a0<\/strong><\/p>\n<p><strong>Author <\/strong><\/p>\n<p><strong>Oliver Kreienbrink<\/strong><\/p>\n<\/div><\/section><\/p><\/div>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":2,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"content-type":"","footnotes":""},"class_list":["post-9932","page","type-page","status-publish","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>The eternal competition - procurement and sales for the best result - ADCONIA<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/adconia.de\/en\/the-eternal-competition-procurement-and-sales-for-the-best-result\/\" \/>\n<meta property=\"og:locale\" content=\"de_DE\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The eternal competition - procurement and sales for the best result - ADCONIA\" \/>\n<meta property=\"og:url\" content=\"https:\/\/adconia.de\/en\/the-eternal-competition-procurement-and-sales-for-the-best-result\/\" \/>\n<meta property=\"og:site_name\" content=\"ADCONIA\" \/>\n<meta property=\"article:modified_time\" content=\"2020-09-29T12:22:44+00:00\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Gesch\u00e4tzte Lesezeit\" \/>\n\t<meta name=\"twitter:data1\" content=\"6\u00a0Minuten\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/adconia.de\\\/en\\\/the-eternal-competition-procurement-and-sales-for-the-best-result\\\/\",\"url\":\"https:\\\/\\\/adconia.de\\\/en\\\/the-eternal-competition-procurement-and-sales-for-the-best-result\\\/\",\"name\":\"The eternal competition - procurement and sales for the best result - ADCONIA\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/adconia.de\\\/en\\\/#website\"},\"datePublished\":\"2020-09-29T12:21:13+00:00\",\"dateModified\":\"2020-09-29T12:22:44+00:00\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/adconia.de\\\/en\\\/the-eternal-competition-procurement-and-sales-for-the-best-result\\\/#breadcrumb\"},\"inLanguage\":\"de\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/adconia.de\\\/en\\\/the-eternal-competition-procurement-and-sales-for-the-best-result\\\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/adconia.de\\\/en\\\/the-eternal-competition-procurement-and-sales-for-the-best-result\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Startseite\",\"item\":\"https:\\\/\\\/adconia.de\\\/en\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"The eternal competition &#8211; 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