Most of your purchasing negotiations prove successful but you are aiming for 100% success.
You know attitude and method are pivotal in negotiation meetings.
Situational intelligence and emotional management will take you to the next level, even in the toughest conflicts!

Objectives

Identify and use purchasing negotiation best practices in all circumstances.
Succeed with your purchasing negotiations by using the entire register of emotions.
Identify suitable behaviors and put them into practice.

Program

1) Context-type 1 - everyday (basic negotiation situation)
- The impact of emotions.
- A simple situational audit to define your negotiation strategies.
- Organizing the negotiation process - the 6 Cs principle.
- Identifying perception modes.
2) Context-type 2 - ongoing negotiation
- Reducing the influence of beliefs and judgments that limit the buyer’s behavior.
- Using informal exchanges.
- Asking questions and making cases effectively.
- Using verbal, para-verbal and non-verbal communication.
3) Context-type 3 - functioning under pressure
- Mentally preparing for a meeting with high stakes.
- Assessing the situation objectively.
- Cementing your arguments.
- Developing assertive reflexes.
4) 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.
5) Context-type 5 - international environment
- Identifying and taking account of the place of emotions in a culture.
- Analyzing the major components of a culture.
- Taking account of the methodological details of international negotiation.
- Developing your flexibility and moving your markers.

Benefits for the participant

Consistently achieve objectives (especially in terms of gains)
- A more composed approach to negotiation meetings
- Stand your ground with seasoned sales executives
Solve the difficulties that arise during negotiation meetings.
Analyze your own performance and make visible progress.
Build your ability to deal with any purchasing situation, including very complex issues.

Benefits for the company

More attractive terms than your competitors and the best available purchasing solutions.
Purchasing excellence to secure supplier preference.
Purchasing team flexibility.
Purchasing policy rollout, especially in terms of cost reductions.
Anticipate and offset supplier-side risks more effectively.
A positive image for purchasing and purchasers in the company.

Concept

A course in negotiation skills devised specifically for purchasing officers
Accommodating the substantial difference between selling and purchasing negotiations:
- Purchasers want to make sure they get the best bid in order to protect their interests. That is the main point of purchasing negotiations.
- Sellers want to close the deal as quickly as possible to avoid having to improve their bid to the point where it hurts their interests.