Improving Worldwide Purchasing Negotiations

The Company

A leader in the international chemistry industry has more than 200 purchasers are spread across all continents, making buying decisions on everything  from raw materials to energy.

The Issue

Senior management realized that not all purchasers shared the same vision of their jobs. In addition, cultural differences also were hampering their ability to meet negotiation objectives between buyers and sellers. These same cultural issues also were negatively affecting their ability to handle internal negotiations and function as a successful team.

The Strategy

Ubi & Orbi worked with the company’s board of directors. Together, they designed the strategy to improve purchasers’ understanding of cultural differences and the most effective negotiation tactics for each situation.

We took responsibility for helping purchasers to better understand different cultures and train them on the tools they needed to overcome their difficulties. Eliane traveled to assist teams on-site in North and South America, Europe and Asia. She worked in local languages (except for China).

The Outcome

Purchasing professionals learned more than the different mindsets they encountered, and negotiation tools to increase their success. They also bonded as a team, improving their ability to work together.

The Ubi & Orbi Difference

Ubi & Orbi helps you open the doors to opportunities in any country—because we walk through them first. Then we can escort you straight to your objective. This increases your success in negotiating deals, creating a strong marketing strategy, and developing an effective local team. It also reduces your time and expenses.

Want an experienced guide on your path to international success? Contact Ubi & Orbi now at, +33(6)73207235 or eliane.karsaklian on Skype.