This purchase negotiation training focuses on the three key dimensions of negotiation, increasing your chances of achieving your negotiation objectives.
Having a structured method to prepare for purchase negotiations is undoubtedly valuable. However, adopting the right behaviour to build trust and persuade the seller significantly enhances your chances of success.
Managing emotions is a crucial factor in achieving favourable outcomes. This ability fosters clarity of thought, objective situation analysis, and powerful communication. It is this subtle balance that makes your arguments impactful and ultimately helps you reach your goals.
Before
Online activities to help you prepare and envision the implementation of your training:
- Define your training objectives
- Complete a positioning questionnaire
During - Group Session
1 - Structuring Your Purchase Negotiation
- Identify key points at each stage of the negotiation.
- Consider real stakes from the outset.
- Assess the negotiation leeway of both buyer and seller.
- Leverage insights from the Cegos "Purchase Negotiator" self-assessment.
In practice: develop and refine your purchasing negotiation framework.
2 - Observing and Adapting to Counterparts in Negotiation
- Train to detect the seller’s non-verbal cues (calibration).
- Improve synchronisation techniques and apply them in purchase negotiations.
- Adapt your negotiation style: choose the right communication approach and arguments for each counterpart.
- Develop mental flexibility: train in the three perception modes.
- Identify signs that the negotiation is reaching a conclusion.
In practice: practise developing your techniques through guided micro-cases.
3 - Managing Emotions to Protect Your Interests in Negotiation
- Understand the connection between emotions, beliefs, and behaviours.
- Overcome limiting beliefs.
- Mentally prepare for your next negotiation.
- Analyse high-pressure situations.
- Leverage emotions to strengthen negotiation performance.
In practice: practise conducting challenging negotiation interviews.
4 - Strengthening Your Power of Persuasion
- Tailor your arguments to align with the seller’s and internal client’s interests.
- Apply persuasion techniques effectively.
- Develop assertiveness in negotiations.
- Counter manipulation techniques.
- Use strategic disruptions in negotiation.
- Recognise strengths and limits of your negotiation style.
In practice: practise dealing with various behaviours in negotiation interviews.
After
Online activities to support the transfer of your learning and its application in the workplace:
- Practice-oriented e-learning modules
- A reinforcement programme delivered by email
Assessment
Assessment of acquired skills through an online questionnaire featuring practical scenarios.
Available languages