The TIME Factor in Procurement and Logistics Negotiations

Being Early to Market
Huang, Manager, Germany, Member

Based on my experience, if a product is early to market this can bring much more profit to the supplier. Because in that case the purchaser is easily subject to internal pressure, which may worsen his negotiation position.

The Influence of Time on Procurement and Logistics Negotiations
Koen Vandermarliere, Business Consultant, Belgium, SIG Leader

Two further examples where time can work in your advantage or disadvantage:
1. You need a product to keep your production running. Or you need to get an agreement before your buffer stocks are used or your plant shuts down. Your negotiation position will be poor.
2. You are interested to purchase some product and it's near the end of a quarter or a fiscal year closing and your order could make the difference if you decide before the closing. Most companies will propose an "incentive" if you order before the closing.