All negotiationsReplay this v1.9 run →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 v1.9 (defaults) · commit 44dbff9 · session b8851e350b4f7aae · played Sun, 25 Oct 2026, 03:27 UTC in 49 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
€426.82€439.55€452.29€465.02openR1R2ceiling €466.46€432.15€431.29

How our agent negotiated

Who decided
3 by the code engine
Thinking time
0.03 s over 3 decisions
Arguments checked
✓ 4 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 €425.38Engine25 ms
Their price, our terms
€441.89
Our offer
€425.38
Anchor
€425.38
Ceiling
€466.46
Total cost of our main sheet vs walk-away limit€3,872,505 / €4,246,314
Arguments picked:Should-costDelivery recordVolume change
TermMain sheet
Unit price€425.38
Payment terms90 days
Contract length36 months
Volume / year4,580 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 our proposal below.

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
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, delivery performance, and demand forecast.
  • While company policy currently restricts base price reductions, we can offer a price adjustment to €… based on the extended 36-month contract term and 90-day payment period you proposed.
  • Which volume can you commit to?
  • 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.
▸Inside the supplier · 4 internal messages
  1. Key Account Manager → teamMy call: counter.
  2. Key Account Manager → teamRead the buyer's e-mail: … term sheet 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, delivery performance, and demand forecast. While company policy currently restricts base price reductions, we can offer a price adjustment to €432.15 based on the extended 36-month contract term and 90-day payment period you proposed.

Our current Angebot comprises a price of €432.15 per unit, Zahlungsziel 90 days net, a volume of 4580 pcs per year, and a contract term of 36 months. Which volume can you commit to? 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. This offer stays 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
€425.38
Ceiling
€466.46
Total cost of our main sheet vs walk-away limit€3,926,280 / €4,246,314
Arguments picked:order_history
TermMain sheet
Unit price€431.29
Payment terms90 days
Contract length36 months
Volume / year4,580 pc
Cited:po:4500014351-10po:4500014417-10po:4500014465-10
▸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 36 months, as set out in our proposal below.
We understand that your price is fixed for now, so we have looked at the terms instead.

One more point from our side:
Our last 3 orders for this part were at EUR 412.74 per unit (po:4500014465-10, po:4500014417-10, po:4500014351-10).

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
Checked our arguments
  • ✓ verifiedprice_historypo:4500014351-10po:4500014417-10po:4500014465-10
Their reasons
  • We checked the price history data you cited; it holds, but it does not change our calculation.
  • Our management has frozen all price reductions until December …. We can talk about the terms instead - payment, volume or contract length.
  • We have verified the historical purchase order data you provided.
  • However, as previously communicated, our management has frozen all price reductions until December ….
  • We have already factored the 36-month contract term and 90-day payment period into our offer of €…, which we must maintain.
  • Our price follows our main cost drivers: PPI-C2611, LCI-C, CU-NOTATION.
▸Inside the supplier · 3 internal messages
  1. Key Account Manager → teamMy call: hold.
  2. Key Account Manager → teamRead the buyer's e-mail: … term sheet and … cited fact to check; we answer with our offer.
  3. 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.

We checked the price history data you cited; it holds, but it does not change our calculation. We have verified the historical purchase order data you provided. However, as previously communicated, our management has frozen all price reductions until December 2027. We can talk about the terms instead - payment, volume or contract length.

Our price follows our main cost drivers: PPI-C2611, LCI-C, CU-NOTATION. We have already factored the 36-month contract term and 90-day payment period into our offer of €432.15, which we must maintain. Our current offer comprises a price of €432.15 per unit, Zahlungsziel 90 days net, a volume of 4580 pcs per year, and a contract term of 36 months. This offer remains valid for 30 days.

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

Our agent
Accept this offerEngine1 ms

within half a percent of our offer; C 3,958,486 below the limit 4,246,314

✓ Accepted offer:70530-2