In Asia Pacific, negotiations too often revolve around price. Procurement leaders pride themselves on extracting discounts, but focusing narrowly on cost can erode overall value. Delivery timelines, warranties, service levels, and payment terms often carry equal, if not greater, weight.

Many teams are trained to chase agreement as quickly as possible, interpreting “Yes” as the ultimate sign of success. But in practice, not all “Yes” responses are equal. A quick “Yes” might be counterfeit, offered as an escape route, or confirmation, with no real commitment behind it.

Negotiation Series - The Illusion of “Win-Win”

Many executives encourage their teams to pursue “win-win” outcomes in every negotiation. While well-intentioned, this often leads to poorly defined wins and unnecessary concessions. In reality, what looks balanced on the surface can mask value leakage over time.