Comments on: Turning a sourcing event into a sourcing event

By: Paul Gurr

Paul Gurr — Thu, 26 Feb 2009 11:35:10 +0000

To run an e-auction well requires at least as much skill as a traditional negotiation. The transaparent nature of it means everything must be prepared very thoroughly if a true and meaningful market price is to established. The precise format and nature of the e-auction can also have a tremendous influence on the outcome, and as buyers build up experience of e-auctions, they typically find the results get better and better – another sign that it’s not the tool itself, but how you use it that really drives benefit.

By: Torbjörn Thorsen, IBX Group AB

Torbjörn Thorsen, IBX Group AB — Thu, 26 Feb 2009 10:20:49 +0000

And let’s not forget the fact that many of the practical skills necessary for good negotiations are just as viable when you’re using e-auctions as a support tool.

Market/category knowledge, being prepared, well written RFX(s), etc. Getting these things done are crucial in any negotiation situation – and as you point out – e-auctions are a support tool, it doesn’t take away anything, it adds transparency and speeds up the process.

By: Fredrik Axelsson

Fredrik Axelsson — Thu, 26 Feb 2009 05:44:35 +0000

I think a key issue when addopting e-auction is to present it as negotiation tool instead of a IT solution.

All (or most of them) pride them self in being a good negotiator. But theese days a good negotiator also manage e-auction.

In conclusion; negotiation courses should include the famous book “Getting to Yes” as well as “how to set up and conduct a e-auction”.