All negotiationsPlay the v1.9 demo →Deal anatomy: every cost term, worked out →

P03 · Frame agreement renewal for the 7.5 kW frequency converter

Selvbrunn Drive Systems GmbH · goal: Stabilise

engine v1.4 · commit fe06386-dirty · session 2f479494fd9e3b53 · played Sat, 24 Oct 2026, 16:21 UTC in 54 s

Score92deal · accepted · 3 rounds
Opening offer
€4,246,314
Our deal
€3,935,069
Best possible
€3,909,043

Total cost over the contract. Our alternative (walking away) would cost €4,332,546, worse than the opening offer.

Selvbrunn Drive Systems GmbHSupplier offerOur offerCeiling
€426.88€439.59€452.31€465.02openR1R2ceiling €466.46€432.15€431.29

How our agent negotiated

Who decided
3 by the code engine
Thinking time
0.02 s over 3 decisions
Arguments checked
✓ 3 verified
Timeouts
none

Deal total cost

Price (units × unit price)€3,958,494
On top of the price
Quality€2,001
Supplier health€965
Payment terms-€26,390

Move by move

Opening quotes

Selvbrunn Drive Systems GmbHOpening quote
€438.21
Their reasons
  • CU-NOTATION rose … in twelve months and is … of our cost.
  • LCI-C rose … in twelve months and is … of our cost.
  • PPI-C2611 rose … in twelve months and is … of our cost.
▸Inside the supplier · 1 internal messages
  1. Key Account Manager → teamquote attached (quote-offer-70530-0.pdf)
▸Their e-mail

Dear Sir or Madam,

Thank you for your enquiry. Please find our Angebot below.

We offer a price of €438.21 per unit, a volume of 4580 pcs per year, a contract term of 12 months, and a Zahlungsziel 30 days net. This offer remains valid for 30 days.

Regarding our cost structure, CU-NOTATION rose 47.7 % in twelve months and is 5 % of our cost. LCI-C rose 2.7 % in twelve months and is 16 % of our cost. Furthermore, PPI-C2611 rose 13.5 % in twelve months and is 42 % of our cost.

Mit freundlichen Grüßen
Birgit Mayrhofer
Key Account Manager, Selvbrunn Drive Systems GmbH

Our agent
Counter at €425.44 with 3 sheetsEngine21 ms
Their price, our terms
€441.89
Our offer
€425.44
Anchor
€425.44
Ceiling
€466.46
Total cost of our main sheet vs walk-away limit€3,873,051 / €4,246,314
Arguments picked:Should-costDelivery recordVolume change
TermMain sheetAlt 1Alt 2
Unit price€425.44€425.43€422.60
Payment terms90 days90 days60 days
Contract length24 months36 months24 months
Volume / year4,580 pc4,580 pc4,580 pc
Cited:cost:350020fc:350020@2026-09sc:70530@2026Q3
▸Our e-mail: Re: Quote from Selvbrunn Drive Systems GmbH: Frame agreement renewal for the 7.5 kW frequency converter

Dear Sir or Madam,

Thank you for your offer and for explaining your position.

Our data shows a different picture on some points:
Our bottom-up cost model puts the full cost of this part at EUR 403.21 per unit (cost:350020).
Your rolling scorecard shows on-time delivery of 84.6% (sc:70530@2026Q3).
Our demand forecast for this part has risen 10.3% (fc:350020@2026-09).

Please find 3 packages below. Each of them works for us; let us know which one suits you best.

We look forward to your reply.

Kind regards
Purchasing
Hollerau Pumpenwerke GmbH

Round 1

Selvbrunn Drive Systems GmbHCounter-offer
€432.15▼ 1.4 % vs their last+1 alternative
Checked our arguments
Their reasons
  • We checked the volume change data you cited; it holds and we took it into account.
  • We checked the should cost data you cited; it holds and we took it into account.
  • As to the delivery record and volume change and should cost data you cited, our management has frozen all price reductions until December …. We can talk about the terms instead - payment, volume or contract length.
  • We have reviewed your data regarding the cost model, the delivery scorecard, and the increased demand forecast.
  • While our pricing flexibility is highly restricted at this time, we are committed to finding a mutually beneficial agreement through adjusted commercial terms.
  • Building on your third package, we can agree to … days payment and a 24-month contract at a unit price of EUR ….
  • Material accounts for about … of our cost; more detail we do not share.
  • A binding higher volume would help us and can improve the price.
  • Which volume can you commit to?
▸Inside the supplier · 4 internal messages
  1. Key Account Manager → teamMy call: counter.
  2. Key Account Manager → teamRead the buyer's e-mail: … term sheets and … cited facts to check; we answer with our offer.
  3. Key Account Manager → LogisticsThe buyer asks something for Logistics; please answer.
  4. Key Account Manager → teamdelivery schedule attached (delivery-schedule.xlsx)
▸Their e-mail

Dear Sir or Madam,

We have reviewed your offer and can adjust our Angebot as follows. We checked the volume change data you cited; it holds and we took it into account. We checked the should cost data you cited; it holds and we took it into account. As to the delivery record and volume change and should cost data you cited, our management has frozen all price reductions until December 2027. We can talk about the terms instead - payment, volume or contract length. We have reviewed your data regarding the cost model, the delivery scorecard, and the increased demand forecast. While our pricing flexibility is highly restricted at this time, we are committed to finding a mutually beneficial agreement through adjusted commercial terms. Building on your third package, we can agree to 60 days payment and a 24-month contract at a unit price of EUR 430.68. Material accounts for about 42 % of our cost; more detail we do not share. A binding higher volume would help us and can improve the price. Which volume can you commit to?

Our current Angebot stands at a price of €432.15 per unit, Zahlungsziel 90 days net, a volume of 4580 pcs per year, a contract term of 24 months. We can alternatively offer a price of €430.68 per unit, Zahlungsziel 60 days net, a volume of 4580 pcs per year, a contract term of 24 months.

This offer is valid for 30 days.

Mit freundlichen Grüßen
Birgit Mayrhofer
Key Account Manager, Selvbrunn Drive Systems GmbH

Our agent
Counter at €431.29Engine1 ms
Their price, our terms
€432.15
Our offer
€431.29
Anchor
€425.44
Ceiling
€466.46
Total cost of our main sheet vs walk-away limit€3,926,280 / €4,246,314
TermMain sheet
Unit price€431.29
Payment terms90 days
Contract length24 months
Volume / year4,580 pc
▸Our e-mail: Re: Quote from Selvbrunn Drive Systems GmbH: Frame agreement renewal for the 7.5 kW frequency converter

Dear Sir or Madam,

Thank you for your reply and for the step you have taken.
We can commit to 4,580 pieces per year over 24 months, as set out in the packages below.
We understand that your price is fixed for now, so we have looked at the terms instead.

Please find our proposal below.

We look forward to your reply.

Kind regards
Purchasing
Hollerau Pumpenwerke GmbH

Round 2

Selvbrunn Drive Systems GmbHCounter-offer
€432.15+1 alternative
Their reasons
  • We appreciate your commitment to an annual volume of … pieces over a 24-month contract.
  • While you mentioned looking at the terms, your proposal maintains the 90-day payment period alongside a price reduction, which our frozen pricing does not allow.
  • To accommodate your request for a lower price, we propose a unit price of EUR … in exchange for a 60-day payment term.
  • Which figures is that based on? Please send us the data.
  • Our price follows our main cost drivers: PPI-C2611, LCI-C, CU-NOTATION.
▸Inside the supplier · 5 internal messages
  1. Key Account Manager → teamMy call: counter.
  2. Key Account Manager → teamRead the buyer's e-mail: … term sheet; we answer with our offer.
  3. Key Account Manager → Credit ControlThe buyer asks something for Credit Control; please answer.
  4. Key Account Manager → Credit ControlThe buyer asks something for Credit Control; please answer.
  5. Key Account Manager → teamorder confirmation attached (order-confirmation-offer-70530-2.pdf)
▸Their e-mail

Dear Sir or Madam,

We have reviewed your offer and can adjust our Angebot as follows.

Our offer stands at a price of €432.15 per unit, Zahlungsziel 90 days net, a volume of 4580 pcs per year, a contract term of 24 months. We appreciate your commitment to an annual volume of 4580 pieces over a 24-month contract. While you mentioned looking at the terms, your proposal maintains the 90-day payment period alongside a price reduction, which our frozen pricing does not allow.

Alternatively, to accommodate your request for a lower price, we propose a unit price of EUR 430.68 in exchange for a 60-day payment term, specifically a price of €430.68 per unit, Zahlungsziel 60 days net, a volume of 4580 pcs per year, a contract term of 24 months.

Which figures is that based on? Please send us the data. Our price follows our main cost drivers: PPI-C2611, LCI-C, CU-NOTATION. This offer remains valid for 30 days.

Mit freundlichen Grüßen
Birgit Mayrhofer
Key Account Manager, Selvbrunn Drive Systems GmbH

Our agent
Accept this offerEngine0 ms

within half a percent of our offer; C 3,958,817 below the limit 4,246,314

✓ Accepted offer:70530-2