TRT Purchasing Workshop
On August 19, TRT held a Procurement Workshop at Zollner Electronic (Taicang) Co., Ltd.
At the outset of the workshop, Mr. Vico, Director Global Procurement APAC Zollner, elaborated on the core question of “What is negotiation?” He emphasized that negotiation is not merely a process of exchanging interests, but rather an art of communication where both parties seek consensus and create value under conditions of information asymmetry. Building on this foundation, he systematically outlined the five fundamental elements of business negotiation: the negotiating parties, the subject matter, the objectives, the agenda items, and the negotiation environment. This framework helped participants develop a comprehensive understanding of negotiation activities.
Subsequently, the workshop, delved into the fundamental stages of business negotiations, categorizing them into five key phases: preparation, opening, consultation, closing, and fulfillment. Mr. Ye emphasized that “thorough preliminary preparation is the cornerstone of successful negotiations,” highlighting how every step—from information gathering and goal setting to strategy planning—directly impacts the final outcome.
A key highlight of the training was the inclusion of multiple rounds of live negotiation simulations. Participants were divided into groups to role-play as buyers and sellers, engaging in practical exercises centered on real-world commercial issues such as pricing, delivery timelines, and after-sales service. Following each simulation, Mr. Ye provided individualized feedback, highlighting strengths and areas for improvement in the negotiation process. This hands-on approach helped participants deepen their practical understanding of theoretical concepts.
