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WT: Purchase Negotiation - Level 1

  • 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 Buying Assistant
None
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 supplier.
  • Refine your strategies.

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

2 - Using the Buyer's Negotiation Tools

  • The negotiable items checklist.
  • 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 supplier.

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 meetings with peer feedback.

After

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

  • Ready-to-use tools
  • E-learning practice modules
  • An email-based implementation support programme
Assessment

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

Objectives

The objectives of the training

  • Prepare for and conduct a purchase negotiation meeting effectively.
  • Learn and apply a reliable, proven method to achieve objectives, particularly in reducing procurement costs.
  • Adopt the behaviours and approaches of high-performing professional buyers.
  • Gain confidence when dealing with experienced salespeople, while maintaining ethical standards.
Strong points

The strengths of the training

  • A training course focused on real-world application, combining the best of group learning with individual remote activities for greater effectiveness.
  • Numerous negotiation case studies to practise and immediately develop the right reflexes.
  • Negotiation grid, purchasing argument bank, checklists…: practical tools ready to use in your next purchasing negotiation.
  • A best-seller training praised by thousands of learners.
  • This learning journey is eligible for 14 PDUs in the Power Skills area, to maintain your PMP or PgMP certification.
Purchase Negotiation - Fundamental