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  • Writer's pictureMarc Saris

Trends that will influence 2024 negotiations:

Updated: Jan 30

As we kick off 2024, Impact Negotiation Group has identified certain negotiation trends that will impact negotiators in 2024. Drawing from years of collective expertise and extensive dialogues with our clients across industries. Our predictions encapsulate the evolving dynamics in global business, shaped by economic, technological, and social shifts. These insights are intended to guide professionals in navigating the complexities of the coming year taking into consideration the following trends and prepare accordingly.


Economic Uncertainty

Ongoing conflicts, including those in Ukraine, Palestine, and Ethiopia, continue to disrupt commodity markets, contributing to a climate of economic uncertainty. Negotiators must adopt a strategic approach, considering the broader economic picture and preparing for multiple scenarios. Building relationships with suppliers/customers, identifying alternative suppliers/customers, understanding market dynamics, and having flexible contracts can mitigate risks.

AI Advancement

The rise of artificial intelligence is transforming key commercial operations like sales and procurement. AI facilitates enhanced data analysis and insight generation, which are crucial for making informed decisions during negotiations. Adopting AI can provide negotiators with a competitive advantage through access to real-time market data, trend predictions, and sophisticated scenario analyses. More and more procurement organizations are applying automated negotiation software for their tail-end categories, a trend that more and more sales organizations have to start dealing with.

Interest Rate and Inflation Fluctuations

While inflation rates might stabilize in certain regions, the global market continues to be unpredictable. Procurement teams face the challenge of managing costs amidst these economic fluctuations and must develop innovative and flexible negotiation strategies. Aligning with financial experts, understanding economic indicators, and employing hedging strategies are vital for navigating this volatile landscape.

Virtual Negotiations

Despite a partial return to office work, virtual negotiations remain prevalent. Negotiators must be adept with video conferencing and other virtual communication tools, understanding their advantages and limitations, and adapting their strategies accordingly. Being proficient in virtual negotiation tactics will continue to be crucial.

Rise of Competitiveness

Increasing economic uncertainty and cost pressures are making negotiations more competitive. As entities strive to maintain or improve their market position, a trend towards more assertive and strategic negotiation is expected to continue into 2024.

In conclusion, the landscape of 2024 presents a complex interplay of challenges and opportunities. Our insights are not merely predictions but a roadmap for professionals to anticipate changes, adapt strategies, and achieve success amidst the waves of change. By being informed and well-prepared negotiators can navigate these trends to leverage opportunities and mitigate risks effectively.


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