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WT: Purchase Negotiation -I

  • Available languages   UK>   FR
Ready-to-use training
Duration
2 Days
Reference
178
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For whom ?

Who is this pro training aimed at?

  • Buyer, Purchasing Negotiator
  • Product Manager
  • Purchasing Manager
  • Purchasing Assistant / Experienced Assistant Buyer

N/A

Program

The program of training

This training provides robust purchasing negotiation methods and, above all, allows participants to practise powerful techniques to adopt the mindset that transforms a good buyer into an excellent negotiator.

Before

Online activities to help you prepare and envision the implementation of your training:

  • Define your learning objectives
  • Identify concrete situations for individual transfer work
During - Group Session

1 - Preparing Your Purchase Negotiation

  • Define your objectives.
  • Organise key negotiation points.
  • Assess the power balance between buyer and seller.
  • Refine your strategies.

In practice: Analyse the stages of negotiation and the procurement process.

2 - Using the Buyer’s Negotiation Tools

  • The contract clause guide.
  • The purchasing argumentation framework.
  • Micro-cases and limitations.
  • The negotiation grid.

In practice: Hands-on workshop: challenge your negotiation grid.

3 - Applying the Buyer’s Negotiation Techniques

  • Questioning techniques.
  • Reformulation.
  • Concessions and trade-offs.
  • Writing negotiation summaries.
  • The seven golden rules of purchasing negotiation.

In practice: Apply these techniques to micro-case studies.

4 - Effectively Starting the Negotiation Meeting

  • Manage the power dynamics.
  • Create an environment conducive to achieving objectives.
  • Balance detachment and anticipation when dealing with the seller.

In practice: Conduct face-to-face negotiation meetings.

5 - Leading and Successfully Concluding a Negotiation

  • Practice active and respectful listening.
  • Know when to stand firm and when to concede.
  • Use empathy and assertiveness.
  • Stay structured and creative.
  • Take time to gain time.
  • Recognise the right moment to conclude.
  • Maintain a positive relationship with the supplier.

In practice: Conduct interviews with peer feedback.

After

Online activities designed to help you apply your learning in real work situations:

  • Practical, ready-to-use tools
  • An email-based reinforcement programme
Assessment

Assessment of acquired skills through an online questionnaire incorporating practical scenarios.

Objectives

The objectives of the training

  • Prepare and conduct a purchasing negotiation meeting.
  • Acquire and apply a reliable, proven method to achieve objectives, particularly cost reduction.
  • Adopt the mindset and approach of an efficient professional buyer.
  • Feel more confident when negotiating with an experienced seller while maintaining ethical standards.
Strong points

The strengths of the training

  • A training focused on transfer to the workplace, combining the best of group-based formation with individual remote activities for greater effectiveness.
  • Numerous negotiation cases to practise and immediately acquire the right reflexes.
  • Negotiation grid, purchasing argument guide, checklist: tools ready to use in your next purchasing negotiation.
  • A reference training programme acclaimed by thousands of learners.
  • This learning journey is eligible for 14 PDUs in the Power Skills area, to maintain your PMP® or PgMP® certification.
WT: Purchase Negotiation - Level 1