Course objectives
By the end of the course, participants will be able to:
- identify and use purchasing negotiation best practices in all circumstances
- succeed with their purchasing negotiations by using the entire register of emotions
- identify suitable behaviours and put them into practice
Programme
The training programme:
Context-type 1 — every day (basic negotiation situation)
- The impact of emotions
- A simple situational audit to define your negotiation strategies
- Organising the negotiation process — the 6 Cs principle
- Identifying perception modes
Context-type 2 — ongoing negotiation
- Reducing the influence of beliefs and judgements that limit the buyer’s behaviour
- Using informal exchanges
- Asking questions and making cases effectively
- Using verbal, para-verbal and non-verbal communication
Context-type 3 — functioning under pressure
- Mentally preparing for a meeting with high stakes
- Assessing the situation objectively
- Cementing your arguments
- Developing assertive reflexes
Context-type 4 — conflict
- Controlling emotions associated with sudden reactions
- Investigating the motivations and actual intentions of those involved
- The tools to unlock a difficult negotiation meeting
- Defusing an aggressive situation
Context-type 5 — international environment
- Identifying and taking account of the place of emotions in a culture
- Analysing the major components of a culture
- Taking account of the methodological details of international negotiation
- Developing your flexibility and moving your markers
e-Learning modules
e-Learning modules you will receive with this course:
- Impact of emotion in purchasing
- Structuring your argument
- Buying negotiation: analysing the situation
- Understanding the salesman
- Conflict in purchasing
Course duration
2 days + 5 e-learning modules
Who should attend?
This course is aimed at:
Purchasing portfolio managers and purchasing team members
Most of your purchasing negotiations prove successful but you are aiming for 100% success.
