Purchasing function has an important position in companies. The influence of the purchasing process quality on the bottom line of a company is direct and well measurable. The purchasers experience double pressure: the pressure from their managers to achieve the optimal purchase conditions on one side and on the other side the arguments of sellers who very often are well-trained professionals in the interpersonal communication, persuasion and negotiation. On top of it should their sometimes somewhat aggressive approach not harm the long-term cooperation with the key vendors.
Experience, gained in The “Negotiation Skills for Purchasers” course shall enable a fast reaction in real life situation and a quick choice of adequate strategy and tactics and provide the participants with a set of tools and techniques, that will raise their self-confidence and success of their negotiations with the vendors.
Training method
The course is highly practical and involves participants in situation role plays. The agenda follows an interactive format with emphasis placed on role plays, case studies, teamwork and discussions. Negotiation games are also a part of the training.
The participants will work in an environment, which enables them to gain insight into their own behavior and encourages them to practice negotiating skills. To further aid learning, each participant is videoed role playing a situation of particular developmental importance to them. Feedback is provided by the trainer, fellow course members and video.
Training topics
• When to negotiate in the purchasing process
• Applying Buying Strategy Matrix
• Structuring the negotiation process, phases of negotiation
• Analysis of variables in the negotiation process
• ZOPA – Zone of possible agreement
• Positional bargaining tactics in purchasing
• Negotiation preparation
• Salespeople’s bargaining tactics, their idenitification and effective countermeasures
• Purchasers tactics
• Principled negotiation approach – win/win
• Mastering the process of team negotiations
Sign up here ...
Purchasing function has an important position in companies. The influence of the purchasing process quality on the bottom line of a company is direct and well measurable. The purchasers experience double pressure: the pressure from their managers to achieve the optimal purchase conditions on one side and on the other side the arguments of sellers who very often are well-trained professionals in the interpersonal communication, persuasion and negotiation. On top of it should their sometimes somewhat aggressive approach not harm the long-term cooperation with the key vendors.
Experience, gained in The “Negotiation Skills for Purchasers” course shall enable a fast reaction in real life situation and a quick choice of adequate strategy and tactics and provide the participants with a set of tools and techniques, that will raise their self-confidence and success of their negotiations with the vendors.
Training method
The course is highly practical and involves participants in situation role plays. The agenda follows an interactive format with emphasis placed on role plays, case studies, teamwork and discussions. Negotiation games are also a part of the training.
The participants will work in an environment, which enables them to gain insight into their own behavior and encourages them to practice negotiating skills. To further aid learning, each participant is videoed role playing a situation of particular developmental importance to them. Feedback is provided by the trainer, fellow course members and video.
Training topics
• When to negotiate in the purchasing process
• Applying Buying Strategy Matrix
• Structuring the negotiation process, phases of negotiation
• Analysis of variables in the negotiation process
• ZOPA – Zone of possible agreement
• Positional bargaining tactics in purchasing
• Negotiation preparation
• Salespeople’s bargaining tactics, their idenitification and effective countermeasures
• Purchasers tactics
• Principled negotiation approach – win/win
• Mastering the process of team negotiations
Sign up here ...