A recent discussion on Mwelekeo TV makes it clear that in business, getting a good deal is not just about asking for the lowest price, but about creating value for both the buyer and the supplier.
In the conversation, procurement expert Kevin Waswa explains that successful negotiation depends on preparation, understanding the market, and focusing on long-term outcomes rather than quick wins.Kevin describes negotiation as a structured and strategic discussion.
It goes beyond price and includes factors like quality, risk management, timelines, and future relationships.
Many people assume negotiation starts at the bargaining table, but he explains that it actually begins much earlier.
From the moment a company identifies a need, the process of planning, researching suppliers, comparing options, and setting clear goals already shapes the outcome of the final deal.
A key part of his approach is a simple framework that helps professionals prepare effectively. It focuses on preparation, understanding alternatives, knowing what concessions can be made, identifying the right counterparts, and finding leverage points.
This means gathering useful information such as market prices, supplier reliability, and the total cost of ownership. Total cost is not just the buying price. It also includes transport, storage, maintenance, and other hidden expenses that affect the overall value of a deal.
He also points out that many professionals weaken their position by failing to prepare or communicate clearly. Without enough information, it becomes easy for the supplier to take control of the conversation.
Poor communication can also limit opportunities. Instead of asking closed questions, he encourages open discussions that explore options.
For example, asking about discounts for larger quantities or flexible delivery terms can open the door to better agreements.
Another important concept he highlights is having a strong alternative. When a buyer has other options, they are less likely to accept unfavorable terms. This confidence allows them to negotiate calmly and avoid rushed decisions.
He advises that value should be exchanged carefully and not given away too quickly, especially when building long-term supplier relationships.
Dealing with difficult suppliers requires emotional intelligence. Staying calm, listening actively, and maintaining professionalism helps keep negotiations productive.
Even in challenging situations, the goal should remain finding solutions that benefit both sides.
Strong relationships with suppliers often lead to better service, improved reliability, and lower costs over time.
Ethics also play a major role in procurement. Following rules, maintaining transparency, and avoiding shortcuts builds trust and protects both parties.
In structured environments, systems like digital procurement platforms can help ensure fairness and reduce risks associated with direct negotiations.
Kevin shares a practical example from his experience where careful planning and negotiation helped save millions without harming the relationship with the supplier.
This shows that smart negotiation is not about pressure, but about understanding value and using information wisely.
For young professionals, his advice is simple. Take time to prepare, learn the market, and build confidence through practice.
Negotiation is a skill that improves over time and can become a strong advantage in any organization.
Building strong partnerships, and improving negotiation skills, businesses can achieve better results and long-term stability, with Mwelekeo TV continuing to serve as a key platform where such important insights are shared and understood.
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