Method, mindset, emotional management – this purchasing negotiation training addresses all three dimensions of negotiation, giving you a greater chance of achieving your objectives.
Indeed, having a structured method to prepare for your purchasing negotiations is undoubtedly valuable; adopting the right behaviour to build trust and persuade the supplier significantly increases your chances of success.
Managing the emotional dimension is also critical to success. It enables clarity of thought, objectivity in analysing situations, and strengthens your communication impact. This subtle combination ensures your arguments hit the mark – 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 the real stakes from the very beginning
- Assess the room for manoeuvre of both buyer and supplier
- Leverage the results from Cegos’ ‘Purchasing Negotiator’ self-assessment.
In practice: Create and refine your negotiation planning grid
2 - Observing and Adapting to Your Negotiation Counterparts
- Practise identifying non-verbal behaviour: calibration techniques
- Improve your mirroring/synchronisation skills and apply them in procurement negotiation scenarios
- Adapt your negotiation style: choose the right communication approach and arguments for each style
- Develop mental flexibility: the 3 perception modes
- Spot the signs that a negotiation is drawing to a close
In practice: Practise techniques using guided role-plays and micro-case scenarios
3 - Managing Emotions to Protect Your Interests in Negotiation
- Understand the link between emotions, beliefs and behaviours
- Overcome limiting beliefs and mental blocks
- Mentally prepare for your upcoming negotiation
- Analyse high-pressure or tense negotiation moments
- Harness your emotions during the negotiation itself
In practice: Practise handling challenging negotiation conversations
4 - Enhancing Your Persuasive Power
- Focus your argumentation on the interests of the supplier and internal client
- Apply proven persuasion techniques
- Develop assertiveness
- Counter manipulation tactics
- Use strategic breaks effectively during negotiation
- Acknowledge the strengths and limitations of your negotiation style
In practice: Practise handling a variety of behaviours in simulated negotiation situations.
After
Online activities to support the transfer of your learning and its application in the workplace:
- E-learning practice modules
- An email-based implementation support programme
Assessment
Assessment of acquired skills through an online questionnaire incorporating practical scenarios.
Available languages