Negotiation Training Purchasing

Basic knowledge for successful negotiation in purchasing

• Techniques for conducting talks and negotiations for buyers
• Prerequisites for successful negotiations
• Use and interpretation of body language signals
• Dealing with group dynamics in purchasing negotiations

Preparation of purchasing negotiations

• Analysis of the initial situation: sources of information procurement
• Determining profit potentials and negotiation goals
• Considering suppliers' interests and positions
• Determining the negotiating strategy and style

Phases of purchasing negotiations

• Making professional small talk and opening discussions
• Gathering information through active listening
• Steering purchasing negotiations by means of questioning techniques
• Influencing price negotiations with confidence
• Concluding and securing the results of negotiations

Methods, instruments and strategies of negotiating in purchasing

• Benefit argumentation of the buyer
• Purchasing negotiations according to the Harvard method
• Argumentation tactics and persuasion strategies
• Allocation of roles in team negotiations
• Seeing through the negotiating strategy of the negotiating partners
• Distinguishing objections from pretexts and reacting accordingly
• Methods of rebutting unfair negotiating practices of sellers

Dealing with difficult situations during negotiations

• Reacting to provocations and personal attacks
• Recognising and fending off manipulation
• Dealing with monopoly situations and market power of suppliers
• Breaking off price negotiations diplomatically and face-savingly

The aim of this training is to provide you with practical purchasing methods and techniques so that you can efficiently achieve your goals in purchasing and price negotiations. We will show you which negotiation strategy has the greatest effect and when. In this seminar you will learn

• how to prepare negotiations strategically and how to gain an information advantage as a buyer
• Know the advantages and disadvantages of different negotiation strategies in purchasing and use them according to the situation.
• Master objections from suppliers and refute pretexts
• identify and exploit negotiating leeway in a targeted manner
• deal routinely with sales negotiation tricks and unfair tactics

Our negotiation training for buyers is training-intensive and interactive. At the beginning, the participants receive the complete tools for successful negotiation in purchasing through trainer input, impulse lectures and partner exercises. Afterwards, you will have the opportunity to practise the negotiation strategies you have learned in purchasing-specific role exercises and receive feedback from the trainer or the group. Discussions on your personal case studies and our best practice examples round off the training. Both during and after the seminar, the learning content can be deepened in training documents.

The seminar Negotiation Training Purchasing is aimed at employees in purchasing, procurement and materials management who would like to expand their competence in purchasing negotiations for goods, products and services. This event is also aimed at specialists and managers who have points of contact and intersections with buyers in their daily work and who would like to support them competently at the negotiating table.

You would like to conduct the negotiation training in purchasing as an in-house training in your company? That is of course possible! We would be happy to prepare an individual offer that meets your content priorities, your specified time frame and other wishes. Please contact us at: kontakt@drgkitzmann-akademie.de

In a negotiation training for buyers, the basics of conducting talks and negotiations are taught. Professional negotiators are able to analyse the other side and adapt their own strategy according to the situation, the matter and the person. For example, it is important to recognise the personality type of the salesperson and to gain individual advantages from this. The interpretation of gestures, facial expressions and body language provides a wealth of information and allows for a variety of interpretations and conclusions. In addition, argumentation tactics, questioning techniques and negotiation skills are trained in a negotiation training course on purchasing.

The level of training and negotiation skills among salespeople is high. Buyers need a comprehensive repertoire of negotiation strategies and tactics in appropriate negotiation situations to be able to achieve their negotiation goals. On the one hand, practice makes perfect, so one of the strategies for success is learning by doing. This path requires time and a high degree of self-reflection, as personal improvement potential must be developed independently. The second way is to attend appropriate seminars in the field of negotiation training for buyers. In many cases, the investment of time and money to attend a seminar is an extremely efficient alternative, as methods, techniques and strategies of negotiation management are taught here in a condensed and practice-oriented manner.

The introduction to a seminar on the topic of purchasing negotiations consists of getting to know effective negotiation tactics. Here it is important to always point out the respective advantages and disadvantages, as there is by no means a panacea in negotiation. The second part of the training consists of trying out and training the different negotiation techniques. It is elementary to identify the strategy and technique that suits one's own personality and ensures an authentic appearance in negotiations. Furthermore, the preferred negotiation strategy must be harmonised with the personality type of the negotiating partner.