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'.