More margin from your procurement.
More efficient negotiations and sourcing that go straight to your bottom line.
Six levers for more margin.
Procurement
We raise your procurement performance systematically and repeatably – improving your bottom line.
Learn more →02Restructuring
Procurement as the fastest cash lever in turnaround – measurable EBITDA and liquidity in weeks.
Learn more →03Divestitures
We design the sale process and bidding strategy so competition among buyers turns into maximum value for you.
Learn more →04M&A
We structure M&A processes and negotiations game-theoretically, so you achieve better deal outcomes in the end.
Learn more →05Strategy
We treat company strategy as negotiations with your stakeholders, aligned to create and capture value.
Learn more →06Training
We train your procurement and negotiation teams in game, negotiation and auction theory – as an entry point or alongside a project.
Learn more →A company's strategic position is shaped by its negotiations with key stakeholders.
All financial success is the result of implicit or explicit negotiations: creating value and capturing a fair share of it.
WTP = willingness to pay·WTS = willingness to sell
Based on Felix Oberholzer‑Gee: Better, Simpler Strategy (Harvard Business Review Press, 2021)
Two levers
Companies create value in only two ways: raising customers' willingness to pay (WTP) or lowering suppliers' and employees' willingness to sell (WTS).
Value is a difference
Customer value is the gap between appreciation and price; investor value the gap between return on invested capital (ROIC) and the cost of capital.
The biggest difference wins
The most successful companies are the ones that create the biggest value differences.
Negotiations are driven by market power dynamics, competition, tactical skill and preparation.
for your procurement success.
Should Costing: The Buyer's Negotiation Edge
competitio.Price comparisons alone are no longer enough in procurement. Should costing provides an objective cost baseline and turns price negotiation into a fact-based strateg…
Read →Cognitive Biases in Procurement Negotiations: Game Theory
competitio.Six common cognitive biases cost buyers real money at the negotiating table — from the supposed leverage of proving high margins to the belief that suppliers always…
Read →The Three Levers That Decide Every Negotiation
competitio.Negotiating power does not come from skill but from structure: competition, comparability and commitment decide every negotiation before the first conversation begin…
Read →Negotiating with Hostage-Takers: Tactics for Buyers
competitio.Crisis manager Tobias Ruthe negotiates with hostage-takers and cyber extortionists — situations that offer no second chance. His principles on anchor demands, willin…
Read →Monopoly Negotiations: Information as a Negotiating Lever
competitio.Whether a supplier is truly a monopolist is decided less by the market situation than by the information available to both sides. This article shows how buyers can m…
Read →Self-Made Competition Barriers in Procurement
competitio.Competition is the most effective lever in procurement – yet many organizations unwittingly weaken it themselves. This article reveals the most common self-made comp…
Read →Featured in
Selected clients
Game theory meets procurement practice.
Prof. Dr. Christian Rieck
Scientific Advisor
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