Procurement training: Effective procurement negotiation
Confidence and self-assertion in procurement negotiation
Individual in-house training:
We also offer this procurement negotiation training as an in-house training for your company. In this case, we will tailor the content to your specific needs and to the requirements of the target group.
Also this seminar topic we offer in more than 40 languages.
Procurement negotiation – Objectives of the training:
Prices negotiation and negotiation of delivery conditions are situations in procurement. The salesmen and key account managers are very strategic in giving excuses in order to increase the prices. Especially salesmen that have professional training always use sophisticated strategies for increasing prices.
Since the objective of price negotiations is always related to profit and hence to economic well-being of 
their own company, price negotiations have to be conducted in a skilful and professional manner.
This intensive procurement training qualifies the participants to conduct the negotiations systematically and professionally, and to react to the strategies of the salesman in a confident and assured manner. For this purpose, the training mediates an efficient know-how using the techniques and devices from the rhetoric, from psychology of negotiation as well as from communication psychology. The participants can successfully overcome even the most difficult negotiation situations using this knowledge.
In the course of this training, the participants will develop and refine profound tools of the trade with help of which they will conduct the negotiations when it comes to their products and services with confidence and ease, and also successfully argue and achieve their objectives.
Procurement negotiation – Target group:
All those people who want to argue persuasively for their products and services, and assert their objectives with confidence. Beginners will receive the basic training. The advanced will refine their skills
Content of the training:
- Successful negotiation strategies and techniques
- Tips and tricks from the negotiation rhetoric
- Systematic preparation for price negotiations
- Efficient techniques of reasoning
- Levering the asking price using the sales arguments
- Win-win reasoning in harsh price negotiations
- Constructive dealing with conflicts and difficult negotiation partners
- Master stalled negotiations
- Professionally handle killer phrases and unfair tricks.
- Successful relationship management in the negotiation process
- Consciously read and use the body language
- See through the negotiation techniques of the salesman
- Tested techniques for markdown
- Negotiating payment terms and delivery conditions
- Multi-level processes in planning negotiations
- Efficient methods to refuse excessive conditions
- Initiate the discount
- Persuasively set the price deduction
- Recognize and fend off the tricks and tactics used by the salesmen
- Consciously deploy negotiation teams
- Strategically apply team roles
- Skilfully orchestrate group negotiation
- Negotiation in monopoly markets
- Avoid typical mistakes and clangers in price negotiations
Procurement negotiation – Training methodology:
- Systematic inputs by the trainer that can be implemented immediately
- Price-oriented exercises in relation to the content
- Systematic analyses and feedbacks
- Training on your own product
- Creative memory aids
- Exchange of experiences
- Strictly limited number of participants
- 2-day open intensive seminar