Description

Negotiation is at the heart of the purchasing process. For the buyer, it often represents their first and last opportunity to achieve their objectives, particularly cost reduction. The purchasing negotiator is thus entrusted with a high-stakes mission. Its organization, posture and tools must be professional to be effective. The result obtained from the supplier or service provider is certainly fundamental, however the way to achieve it is just as important. This training for the purchasing negotiator makes it possible to link performance and purchasing ethics which are inseparable today.

Who is this training for ?

For whom ?

• Site buyer, family buyer, leader buyer, project buyer. Experienced buyer looking for new solutions in negotiation.
• Purchasing portfolio manager. Member of a purchasing team.

Prerequisites

Training objectives

Master the 5 typical contexts to succeed

Achieve your goals, particularly earnings, in a sustainable and responsible manner

Analyze your performance to progress

Be comfortable dealing with experienced salespeople

Training program

• 1. Negotiate in simple situations Become aware of the impact of emotions. Carry out a simple situational diagnosis to define your negotiation strategies.
  • Days of classroom training Organize the negotiation process: the C principle.
  • Identify the modes of perception.
• 2. negotiate in unforeseen situations Reduce the influence of limiting beliefs and judgments.
  • Take advantage of informal exchanges.
  • Question and argue effectively.
  • Practice targeted communication.
• 3. Negotiate under pressure Use mental preparation. objectively assess the situation.
  • Strengthen your argument.
  • Develop assertive reflexes.
• 4. Negotiating in a conflict situation Controlling an emotion linked to a sudden reaction.
  • Investigate real motivations and intentions.
  • Tools to unlock a negotiation interview.
  • Defuse an aggressive climate.
• 5. Negotiate in an international environment Take into account the place of emotions in a culture.
  • Analyze the major components of a culture.
  • Take into account the methodological specificities of international negotiation.
  • Develop your flexibility and shift your benchmarks .
  • 0' e-learning modules The situational diagnosis of purchasing negotiation Defining situational intelligence.
  • Becoming aware of your emotions.
  • establish your situational diagnosis.
  • Build complementary negotiation power.
  • Understand the seller to start the negotiation Decipher the preferential mode of perception of your suppliers.
  • Obtain the right information.
  • Check understanding of the messages received.
  • Conflicts in purchasing situations Understand the phenomenon of conflict.
  • Evaluate the clauses to anticipate a breakdown in negotiations.
  • Use the DESC method to manage conflicts.
  • Intervene at the right level to 'get the seller moving.'}