Training Description
Description
Participant Profile
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Procurement and contracts department employees
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Managers responsible for business negotiations
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Procurement specialists and supplier relationship coordinators
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Buyers and business negotiators
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People responsible for supplier relationship management
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Sales department employees wanting to understand the buyer’s perspective
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Middle and senior managers conducting business negotiations
Agenda
Day 1 This part of the training is designed to introduce six areas that are developed by professional negotiators. The main goal is to systematize participants’ existing knowledge about the scope of negotiations. Participants will play two negotiation simulations.
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Contracts and Procurement Department and the negotiator’s role from the Buyer’s perspective.
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Pre-negotiation analysis - essential Buyer tools in contact with Suppliers.
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Analysis of information “to convey” and “to obtain”. CHECK LIST
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Review of Buyer and Supplier negotiation objectives.
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Assessment of the environment and facts affecting the negotiation climate with the Supplier.
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Strengths and weaknesses of Buyer and Supplier - from both perspectives.
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BATNA and ZOPA from the Buyer’s perspective.
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Building relationships, i.e., why employees of Contracts and Procurement Departments are trained not to become too familiar with Suppliers, while Sales Department representatives, on the contrary - are trained in the art of reducing psychological distance.
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Threats and benefits resulting from reducing psychological distance in business.
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Where does business end and friendship begin?
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Based on the results of the negotiation game, the most common mistakes made by negotiators will be discussed.
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Analysis of errors made during the Pre-negotiation Analysis phase and identification of new solutions and methods.
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Drawing conclusions about negotiation preparation (what I would do differently) with the client.
First Negotiation Game: “The Negotiation Moral Dilemma”. Principles, strategies, and tactics for conducting negotiations according to the WIN-WIN principle - long-term strategy:
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Negotiation principles: Separate people from the problem, discuss interests not positions, look for various solutions, refer to objective criteria;
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Reactions to conflict: Domination, submission, compromise, withdrawal, avoidance;
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Hard, soft, and principled negotiations.
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Trainer
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From each negotiator in your own group
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From each negotiator in the opposing group.
Duration of the negotiation game: 1.5 to 2 hours.
Second Negotiation Game: “Above all, reach an agreement”.
Day II Third Negotiation Game, i.e., testing in practice the acquired knowledge and skills in consciously influencing negotiator behavior. Controlling the negotiation process and negotiation techniques from the Buyer’s and Supplier’s perspective. Buyers - Group negotiations. Perceptual distortions most commonly occurring in negotiations, how we classify them, how they occur, and how they can be used for one’s own benefit? Benefits and threats resulting from lack of numerical advantage of negotiators in the team. How to defend against the influence of distortions on the course of negotiations using the example of the “double standards effect” - i.e., what the buyer “naturally” can do and what the seller “naturally” cannot do, because…
Third Negotiation Game: “Renegotiation of an annual contract with a supplier”. Building relationships.
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Two-stage negotiation game. Decisions made by Buyers in the first phase of the game will affect the second phase of negotiations. The game clearly demonstrates how decisions made in the first stage of negotiations affect their further course and how they shape long-term relationships with suppliers.
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Based on the results of the negotiation game, the most common mistakes made by Buyers will be discussed, both at the Pre-negotiation Analysis stage and during the discussion phase, i.e., the actual negotiation stage.
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Analysis of errors made during the Pre-negotiation Analysis phase and identification of new solutions and methods.
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Drawing conclusions about negotiation preparation (what I would do differently).
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What negotiator behaviors brought them closer to WIN-WIN, and which ones distanced them and became the cause of conflicts and misunderstandings.
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After completing the negotiation game, participants receive individual feedback from:
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The Trainer;
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From each negotiator in their own group;
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From each negotiator in the opposing group.
Benefits
The training develops a deep understanding of business negotiation psychology, providing effective techniques and strategies for conducting conversations at the relationship level. Practical experience gained during negotiation games allows for developing confidence in real business situations. Knowledge acquired in the field of cognitive and personality psychology enables effective planning of negotiation strategy from the buyer’s perspective. The training program combines the development of hard negotiation skills with shaping leadership attitudes. Intensive practical exercises ensure expansion of the range of negotiation behaviors and the ability to dynamically adapt one’s style to the situation.
Required Participant Preparation
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Basic knowledge of procurement processes
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Experience in conducting business conversations
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Knowledge of basic negotiation principles
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Teamwork skills
Topics
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Techniques for dealing with difficult negotiation situations
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Pre-negotiation analysis techniques in the procurement context
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Business relationship building methodology
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WIN-WIN negotiation strategies and tactics
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Managing psychological distance in negotiations
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Psychology of decision-making in the negotiation process
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Influence and persuasion techniques in negotiations
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BATNA and ZOPA model in negotiation practice
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Perceptual distortions in negotiations
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Team negotiation dynamics
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Negotiation process control
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Negotiation styles: hard, soft, and principled
Read Also
- Relationship management and communication in negotiations - key skills for building and maintaining business relationships
- Relationship Management and Communication in Negotiations - Key Skills for Building and Maintaining Business Relationships
Read also
- Relationship Management and Communication in Negotiations - Key Skills for Building and Maintaining Business Relationships
- Coaching Skills - Practical Workshop
- 5 Ways to Maintain Energy in a Relationship
Develop your skills
Want to deepen your knowledge in this area? Check out our training led by experienced EITT instructors.
➡️ Business negotiations - advanced techniques — EITT training
Frequently Asked Questions
Who should attend the Relationship Management - Negotiations training?
The training is designed for procurement specialists, business negotiators, managers responsible for supplier relationships, and sales professionals who want to understand the buyer’s perspective. It is particularly beneficial for middle and senior managers who conduct business negotiations regularly.
What negotiation games are included in the training?
The two-day program includes three negotiation games: “The Negotiation Moral Dilemma” focusing on WIN-WIN principles, “Above all, reach an agreement” for practical application, and “Renegotiation of an annual contract” which demonstrates how first-stage decisions affect long-term supplier relationships.
What practical skills will participants develop?
Participants develop skills in pre-negotiation analysis, BATNA and ZOPA assessment, managing psychological distance, recognizing perceptual distortions, and conducting both individual and group negotiations. Each game is followed by individual feedback from the trainer and fellow negotiators.
Do participants need prior negotiation experience?
Participants should have basic knowledge of procurement processes and experience in conducting business conversations. Familiarity with fundamental negotiation principles and teamwork skills is recommended to get the most from the advanced practical exercises.