Description

This purchasing negotiation training works on the 3 dimensions of negotiation and offers you more chances of achieving your negotiation objectives.

Who is this training for ?

For whom ?

Buyer, negotiator, product manager, market manager, family buyer, leader buyer. Purchasing manager having acquired good practice in negotiation.

Prerequisites

None.

Training objectives

Achieve your negotiation goals by improving your communication

Better understand the intentions of your interlocutors

Improve collaboration with internal customers and suppliers

Continue to be effective in high-stakes or tense situations

Increase your room for maneuver while maintaining integrity

Training program

• Organize your purchasing negotiation
  • Locate the crucial points at each stage of the negotiation.
  • Take into account the real issues from the start.
  • Gauge the buyer's room for maneuver and the seller.
  • Benefit from the results of the Skills Campus 'purchase negotiator' self-diagnosis
  • Scenario Practical workshop: develop and improve your purchasing negotiation grid.
• Observe and adapt to your negotiating partners
  • Practice spotting the non-verbal behavior of the seller: calibration.
  • Improve your synchronization techniques: use them in a purchase negotiation situation.
  • Adapt your negotiator style: choice of communication style and arguments adapted to each style.
  • Practice to develop your 'mental flexibility': the 3 modes of perception
  • Identify the signs of conclusion of the negotiation.
  • Scenario Training: develop your techniques on commented micro cases.
• Managing your emotions to defend your interests in negotiation
  • Recognize the link between emotions, beliefs and behaviors.
  • Overcome your beliefs and limitations.
  • Prepare yourself mentally for your future negotiation.
  • Analyze tense situations.
  • Take advantage of your emotions during negotiations.
  • Scenario Training: carry out challenging negotiation interviews.
• Develop your power of persuasion
  • Target the argument on the interests of the seller and the internal customer.
  • Use persuasion techniques. Develop assertiveness.
  • Counter manipulation techniques.
  • Use breaks in negotiation.
  • Take into account the strengths and limitations linked to your negotiator style
  • Scenario Training: confronting several behaviors. in a negotiation interview.
• Certification
  • assessment of skills to be certified via an online questionnaire integrating scenarios (40 minutes).
  • To find out more about remote activities Two training modules: 'Develop assertiveness - Level 1'; 'Develop your assertiveness - Level 2'.