Procurement & commercial negotiation
Negotiation
Navigators
Negotiation as your competitive edge.
We turn negotiation from ad-hoc instinct into a disciplined, standardised capability — through diagnostics, training, coaching and end-to-end competitive support.
When negotiation is left to instinct, value leaks.
Without a standardised method, teams improvise — and results swing. In procurement, that shows up as:
- Missed cost savings
- Unfavourable contract terms
- Increased supply risk
- Weakened supplier relationships
Diagnose → Develop Embed → Deliver
A single path from forensic assessment to measurable, in-the-room impact.
Diagnose
A forensic assessment of your current negotiation process, roles and standards — turned into actionable insight.
Develop
Best-in-class training and standards built around your real procurement scenarios, not generic theory.
Embed
Tools and templates written into your standard operating procedure so the method outlives any single deal.
Deliver
Coaching and end-to-end competitive support that lifts outcomes in live, high-stakes negotiations.
Everything you need to standardise — and win.
Negotiation Performance Review
A short, focused scan of how you negotiate today — and where the fastest gains are.
- Review — 2-hour call on process, roles & standards
- Diagnose — one week of focused assessment
- Propose — quick wins, standards & priorities
Policy Development
Negotiation excellence written into your SOP — so preparation and governance are consistent by default.
- Prep strategy by spend & shiftability
- Roles, responsibilities & thresholds
- Monetising deviations from standards
Training & Capability
Two-day programs built on real role-plays under pressure, with baseline and post-course measurement.
- The Deal Maker — bilateral negotiations
- The Competitor — competitive negotiations
- Capability assessment & internal coaches
Coaching & Live Support
Hands-on support through live deals — from strategy design to the final round.
- Competitive process design
- In-the-room negotiation coaching
- Internal coach development
Templates & Toolkit
The same templates we use on the biggest deals — yours to adopt immediately.
- Negotiation Guide & DISC guide
- Tradeables — ideal / fallback / walk-away
- Storyline & TCO comparison
Competitive Support
We design and run the awarding process — auctions, bidding and mechanism design done right.
- Six-step awarding-process design
- Auction & bidding mechanism design
- TCO comparison before the auction
Two distinct paths to mastery
Every high-stakes negotiation is either one-on-one or many-against-one. We set the standard for both.
Bilateral Negotiations
Structured value capture for high-stakes one-on-one deals — where most negotiators improvise, you execute a plan.
Competitive Negotiations
Stop surrendering the power of competition. Design the process that makes suppliers bid at their very best.
Consistently over 3x the original target.
A sample of competitive negotiations we’ve designed and executed.
Batteries · $15m spend
Three current suppliers, with a 20–30% gap to second-best alternatives. A partner offer protected the relationship; rejection triggered BAFO & a Dutch auction.
Wind / Solar PPA · 10–15 yrs
20 interested parties, 50 projects. Quote-for-qualification cut everyone’s effort, terms were locked before pricing power eroded, then finalised into TCO.
Hospital workstations · $11m
Only one qualified supplier, with a challenger a year out. A 1- vs 2-year framing and a challenger target price forced a sharper incumbent deal.
AstraZeneca — global capability
A three-year programme across EMEA, UKI, APAC & the Americas — Deal-Maker and Competitor programs, plus internal coaches.
Vanderlande — policy transformation
A procurement negotiation policy designed, deployed and backed by Deal-Maker training — negotiation excellence as a structural capability.
Global Talent Hub — confidence at scale
An intensive in Zurich gave an international sales team a clear methodology and practical preparation tools for complex cross-border deals.
Procurement & sales teams at world-class organisations
Structured, practical and challenging.
Reported more than EUR 26 million in savings.
Highlighted the completeness and quality of the negotiation training.
Highlighted the challenge and practical push to improve negotiation skills.
Strongly recommended the bilateral negotiation training.
Recommended Reinout for his negotiation expertise and training.
Highlighted an interactive and structured approach to negotiation for maximum impact.
Reinout de Schepper
Reinout built the procurement and sales Negotiation Excellence teams at Philips and Randstad before founding Negotiation Navigators. Today he and his team help organisations turn negotiation into a structural, measurable advantage.
- 1,500+ procurement professionals trained
- 900+ sales professionals trained
- Negotiation Excellence built at Philips & Randstad
- Game-theory-led competitive negotiation specialist
From learning to live preparation
Keep the method close
to the work.
Bring your current judgment and the material behind it. Examine an overlooked assumption, inspect the evidence and revisit the opinion as your negotiation develops.
Explore the coach
Insights
Practical thinking for
high-stakes negotiations.
Competitive process
Competitive Negotiation Is Designed, Not Improvised
Competition is not created by saying there are other suppliers. It is created by rules, incentives, perception, and commitment.
Read articleCapability
Negotiation as a Competitive Edge
High-performing teams do not treat negotiation as a late-stage event. They turn it into a repeatable capability.
Read articlePreparation
Better Information Creates Better Negotiation Results
The quality of a negotiation is decided long before the first concession. It starts with what the team knows, protects, and validates.
Read articleGet started
Ready to up your
negotiation game?
Start with a one-week diagnostic. We will show you where value is leaking and how to capture it.
Talk to Reinout