Mwelekeo TV is the visual storytelling arm of Mwelekeo Insights, a leading Kenyan research firm known for its work in scientific opinion polling and data-driven analysis on politics, business, and social issues. Through Mwelekeo TV, the company brings research to life with engaging conversations, interviews, and practical insights that help everyday Kenyans understand important topics.
One recent episode on the platform features an in-depth discussion on a key skill that many professionals need in their daily work: how to negotiate better deals in procurement.
In this episode, host Lilian sits down with Kevin Waswa, a procurement and supply chain expert with more than ten years of experience. Kevin shares simple yet powerful steps that anyone working in procurement can follow to get better results. He explains that negotiation in procurement is not just about pushing for the lowest price. Instead, it is about creating value for both the buyer and the supplier.
This means looking at the total cost of ownership, which includes things like how much it costs to store items, transport them, and even the long-term quality and reliability of what is being bought.
Kevin stresses that good negotiation starts long before anyone sits at the table to talk. It begins during preparation. For example, when an organization needs to buy something like office chairs, the buyer should already know the exact specifications, the quantity required, current market prices, and who the possible suppliers are. He recommends gathering information on supplier stability, competitor prices, and any alternatives available. This preparation helps the buyer enter the discussion with confidence and knowledge.
One useful tool Kevin introduces is a simple preparation framework that young professionals can use right away. He talks about understanding your own needs clearly, knowing your alternatives, thinking about possible trade-offs, identifying who you are negotiating with, and always having a strong BATNA. BATNA stands for Best Alternative to a Negotiated Agreement.
It means knowing what you will do if the current supplier does not agree to good terms. Having options gives you power and stops you from accepting a bad deal.
Mwelekeo TV panelist Lilian Nyambura with Guest Speaker Kevin Waswa during the recent engagement. Photo Courtesy | Mwelekeo TV.
The conversation also covers common mistakes that weaken negotiations. Many people fail because they do not prepare enough or because they do not listen carefully during the talk. Sometimes they speak too much or give away concessions too quickly without getting something in return. Kevin advises using open-ended questions to learn more from the supplier.
For instance, instead of accepting a final price, you can ask what discount they can offer if the order quantity increases. This approach can lead to creative solutions that benefit everyone.
Dealing with difficult suppliers, such as those who act like they have a monopoly, requires emotional intelligence and professionalism.
Kevin suggests building long-term relationships rather than focusing only on one transaction. By showing respect and understanding the supplier’s position, buyers can often find ways to create mutual benefits, such as better payment terms or volume discounts. He also reminds viewers to stay ethical at all times. In Kenya, this means following rules like those in Article 227 of the Public Procurement and Disposal Act, which emphasizes transparency, integrity, and value for money.
Communication plays a big role in successful negotiations. Kevin highlights the importance of listening skills, asking the right questions, and paying attention to body language in face-to-face meetings.
Maintaining a calm and professional tone helps keep the conversation productive even when things get tough. He shares a real-life example from his work at Silver Spark African Safaris, where careful negotiation on vehicle purchases led to significant savings while considering total costs and margins.
For young people starting their careers in procurement or supply chain management, Kevin offers encouraging advice. He says investing in education and staying updated with market trends is very important.
He himself holds degrees from the University of Nairobi and is pursuing further studies. Innovation also matters, especially when thinking about sustainability and reducing waste to achieve long-term cost savings.
This episode on Mwelekeo TV shows clearly why negotiation skills matter in business today. In a competitive environment like Kenya’s, organizations that negotiate well can save money, build stronger supplier partnerships, and create sustainable growth. Viewers learn that focusing on value rather than just price leads to better outcomes for companies and the economy as a whole.
Mwelekeo Insights continues to produce content that turns data and expert knowledge into practical conversations through Mwelekeo TV. Whether the topic is politics, youth issues, or professional skills like procurement, the firm aims to spark meaningful dialogue and help Kenyans make informed decisions.
The recent video with Kevin Waswa is a good example of how the platform delivers actionable insights that professionals can apply immediately in their work.
Mwelekeo TV remains a valuable space where facts meet real talk, helping people gain direction in their personal and professional lives.
