Improve your negotiation position

You don’t just have numbers—you have the story behind them

Imagine walking into a supplier negotiation, the room buzzing with anticipation. On the other side of the table sits a seasoned supplier, confident in their pricing and ready to defend their numbers. But today, you’re not just any buyer—you’re armed with deep insights, robust data, and unshakable confidence. You’ve done your homework, using advanced should-cost analysis to break down the supplier’s pricing to its core components. You’ve analyzed labor costs, material expenses, production overhead, and every other key factor driving their quotes. What’s more, you’ve leveraged price index data to track market trends and understand how commodity costs have shifted over time. You don’t just have numbers—you have the story behind them
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For the first time, the balance of power shifts

The conversation starts predictably. The supplier presents their price, explaining increases due to “rising material costs” and “market volatility.” It’s a narrative you’ve heard before—but today, you’re ready.

You calmly pull out your data.
“Actually,” you begin, “if we look at the price index for aluminum over the last 12 months, we see a significant decline. Coupled with the stable labor rates in this region, the cost drivers for your product haven’t increased—they’ve decreased.”

The supplier pauses. They weren’t expecting this. 

You continue,
“Based on our should-cost analysis, the fair market price for this product should fall closer to this range,” sliding a figure across the table—backed by rigorous analysis and undeniable logic.

For the first time, the balance of power shifts. The supplier sees that you understand their cost structure better than they expected. They know this isn’t just guesswork—it’s fact-based negotiation at its finest.


In that moment, you realize the power of what you’ve brought to the table. You’re no longer just a buyer; you’re a strategic partner who commands respect. The negotiation concludes on your terms—fair, transparent, and mutually beneficial.

This could be your story.

Master negotiations with confidence – powered by Prognos

This course is proudly sponsored by Prognos, empowering buyers to negotiate with confidence using data-driven insights.

Who should attend the course

This course is for buyers, procurement professionals, and sourcing specialists who want to:

  • Elevate their negotiation skills.
  • Gain mastery of cost analysis tools and techniques.
  • Build credibility and trust with suppliers while securing better outcomes.

About the course

You won’t just attend supplier negotiations—you’ll own them.

In our Should-Cost Analysis Course, you’ll learn how to become the buyer in this story. We’ll teach you how to:

  • Deconstruct Supplier Pricing: Understand the components of cost and identify opportunities for savings.
  • Leverage Price Indexes: Use historical and current market data to forecast trends and guide negotiations.
  • Build Confidence in Negotiations: Approach suppliers with data-backed insights that ensure you get the best deal.
  • Develop Advanced Sourcing Strategies: Use tools like predictive models and spend analytics to make smarter procurement decisions.


Our course is designed to empower you with the tools, techniques, and strategies to transform the way you approach sourcing. If you are ready to do the job => You won’t just attend supplier negotiations—you’ll own them.

Curriculum

    1. Learning Objectives.

    2. Introducing Prognos

    1. From Market Understanding to Effective Negotiations

    2. Explaining Should Cost Analysis

    3. Example Should Cost Analysis

    4. Where do I find Product - Price understanding...?

    1. Cost breakdown structure

    2. Cost element

    3. Course Case Study: Cost Breakdown and Cost Elements in the Garment Industry

    4. Case Study Deep Dive: Understanding Labor Costs

    5. Parametric Estimating

    6. Example: Parametric Estimating for a Metal Enclosure

    7. Analogous Estimating

    8. Illustrative Case: Estimating the Cost of a New Portable Speaker

    9. Learning Curve Analysis in Should Cost Analysis

    10. Illustrative Example: Learning Curve Analysis for an Electronics Component

    1. What is a Market/Price/Cost Index

    2. Types of Price Indexes a buyer might meet

    3. How to Calculate Price Development Using CPI as example

    4. Selecting the Right Cost Index

    5. Which index do you think the supplier will choose?

    6. Can one create an own commodity price index?

    7. Index at Prognos.se (HDPE as example)

    1. Should cost tracker

    1. Questions to help you verify that you meet the Learning Objectives.

About this course

  • Free
  • 29 lessons
  • Advanced level - Tactical Buyer role
  • 20-25 min
  • Quiz and Certificate

Instructors are Jacob and Fredrik

Director Business Development Jacob Mannheimer

Jacob Mannheimer is manager at Prognos. Since 1983, Prognos has supported procurement organizations with better negotiations and fact-based decision making. Prognos offers a digital platform that enables quick access to customized reports with cost changes for your specific products. The data for the reports is continuously updated by our experts. The reports provide a significant advantage in cost negotiations with your suppliers!

Senior instructor. Fredrik Axelsson

Meet Fredrik, a seasoned procurement professional from Gothenburg, Sweden, with a Master's in Economics from Gothenburg University and an Executive MBA from Stockholm Business School. With roles at LM Ericsson, Solectron Sweden AB, Axelson Purchasing Resources AB, Saab AB, and Alstom/GE, Fredrik has amassed expertise in sourcing and procurement. In 2017, he launched Sourcing Partner, a procurement consultancy firm how also own and manage Learn How to Source. Fredrik's diverse experience spans from Operative Buyer to Sourcing Director and roles like Commodity Manager and Business Development, in line organizations and projects, including industries like banking and manufacturing. Fredrik's story is one of continuous growth, learning, and adaptation, making him a well-rounded professional with a wealth of knowledge to offer.

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About Learn How to Source

Learn How to Source is an online platform based in Sweden, offering a range of procurement courses accessible globally. It serves as a community where procurement experts share their knowledge through online courses, designed for various experience levels from introductory to expert. Courses are concise, about 30 minutes each, and cover different aspects of procurement, tailored for different buyer roles. The courses focus on practical knowledge, presented by seasoned professionals, and include quizzes and certificates. They can be accessed from any device, emphasizing microlearning for flexibility and efficiency.