Aussenwirtschaft Austria

International Machinery Forum 2026

19 – 20 Nov 2026 | Vienna, Austria

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Thursday, 19 November 2026 | 15:50 - 16:30

Workshop: From price pressure to partnership - How to negotiate value in international deals

Format:In-personTrack:International Procurement

International negotiations are becoming more complex as companies face cost pressure, supply chain risks, and growing expectations for collaboration. The most successful procurement and sourcing professionals move beyond transactional price discussions and focus on creating mutual value and long-term partnerships.

This workshop provides practical tools and proven approaches for improving negotiation outcomes in international business environments. Participants will learn how to ...

  • Prepare: Define your objectives, limits, alternatives and negotiation variables.

  • Explore: Understand the other party’s interests, priorities and decision-making processes.

  • Trade: Never give concessions away for free. Link them to clear conditions and reciprocal commitments.

By applying these principles, organizations can strengthen supplier relationships, improve commercial results, and create sustainable value in global sourcing and procurement.

1 speaker

  • General Manager

    BMÖ Bundesverband Materialwirtschaft Einkauf und Logistik in Österreich