When most people hear the word “procurement,” they think about contracts, cost-cutting, and maybe a bit of hard-nosed negotiating. But in our latest episode of Empathy at the Table, Francesca Sabatucci flips that perception on its head.
As Procurement Director at Tetra Pak—a global leader in packaging and food processing—Francesca brings a fresh and deeply human perspective to the role. This is more than just an operational function. In her words, procurement is “the bridge between the company and the external world.” And at that bridge? You’ll find emotionally intelligent negotiation at work.
If you’re a business leader, buyer, supplier, or strategist—this episode will shift the way you view the negotiation process forever.
Moving Beyond Price Battles
For too long, procurement has been seen as the department that swoops in to drive costs down and secure better terms—often at the expense of long-term value. Francesca acknowledges this legacy, but she’s part of a new wave of procurement leaders transforming the field.
Instead of treating negotiation as a battle, she sees it as a long-term value creation process. “The best negotiators,” she says, “understand their counterparts deeply—what they need, what they fear, and what they’re aiming for. Without that, you can’t build a sustainable agreement.”
This mindset aligns perfectly with the principles of emotionally intelligent negotiation. Rather than pushing aggressively for the lowest price, emotionally intelligent negotiators focus on building trust, listening with intent, and finding shared value.
Francesca reminds us that strong procurement professionals today are thinking beyond cost—they’re thinking strategically.
Procurement as a Strategic Leadership Role
One of the most striking parts of our conversation is how procurement at Tetra Pak has evolved into a strategic function, closely aligned with business growth and customer outcomes.
Francesca explains that her team is now measured not just on savings, but also on business KPIs like sales growth and time-to-market. “Procurement decisions,” she says, “can directly impact the company’s top and bottom line. That means we’re no longer just executing orders—we’re shaping the business.”
And that change hasn’t just happened at Tetra Pak. Francesca notes that across industries, procurement is stepping into the C-suite, contributing to innovation, sustainability, and customer-centric strategies. It’s a powerful reminder that strategic negotiation skills are no longer a nice-to-have—they’re a leadership imperative.
Value Over Volume, Relationships Over Transactions
One key takeaway from Francesca’s approach is the way she handles supplier relationships—especially when there’s a power imbalance between a large company and a smaller supplier.
Rather than defaulting to pressure tactics, Francesca advocates for transparency, collaboration, and mutual benefit. She shares how, in negotiations with small but strategically important suppliers, her team works to reduce pressure, offer visibility into future demand, and build resilience into the partnership.
This is empathy in negotiation at its best—and it’s exactly the kind of leadership today’s complex supply chains demand.
It’s also a timely reminder that negotiation is not just about tactics. It’s about mindset. About showing up prepared, emotionally aware, and clear on your intention to create value on both sides of the table.
The First Negotiation Is Always Internal
Another highlight from the episode is Francesca’s take on internal negotiation—a piece that’s often overlooked. Before any contract is signed, she explains, procurement professionals must align internally with finance, sales, operations, and leadership.
Her advice? Don’t represent “procurement’s opinion”—represent the company’s perspective. Use data, stories, and prior examples to build consensus, especially when dealing with competing internal priorities. This not only protects the relationship—it positions procurement as a team that solves problems, not just says no.
Final Thoughts: The Rise of Emotionally Intelligent Procurement
This episode is more than a behind-the-scenes look at a modern procurement strategy. It’s a case study in how emotionally intelligent negotiation is shaping the future of business.
Francesca’s journey—from avoiding procurement early in her career to now leading one of the most strategic procurement teams in the industry—is proof that negotiation is no longer about winners and losers. It’s about connection, clarity, and long-term collaboration.
And perhaps most importantly, she reminds us that even in the toughest negotiations, empathy, respect, and trust are not weaknesses—they are, in fact, the strongest foundations for success.