Personal and Business Competencies / Business Skills

Advanced purchasing negotiations and supplier management

Advanced training in purchasing negotiations conducted from a buyer's position with sustainability considerations. The program covers the psychology of negotiation, pricing techniques, objection management, and strategies for gaining an advantage in discussions with suppliers. The methodology combines theoretical knowledge with intensive workshops and simulation games based on real purchasing scenarios. Emphasis is placed on practical tools of analysis, persuasion techniques and incorporating ecological criteria into the negotiation process.

Issues

Strategies for purchase negotiations
Psychology of negotiation
ABC/XYZ analysis
Kraljic matrix
ZOPA and BATNA
Mastenbroek model
Pricing techniques
Management of objections
Persuasion in negotiations
Countering manipulation
Eco-innovation in shopping
Sustainable sourcing

Benefits

The effectiveness of purchase negotiations will be increased by mastering advanced persuasion and process management techniques
Cost savings will be achieved through the strategic use of ABC/XYZ analysis and the Kraljic matrix
Recognizing suppliers' negotiating styles will enable tactics to be adapted to each situation
The ability to identify ZOPA and BATNA will provide an advantage in establishing favorable contract terms
Pricing techniques and time management will enable you to effectively fend off pressure from vendors
The ability to recognize and counter manipulation will strengthen the buyer's negotiating position
Integrating environmental criteria into the purchasing process supports the organization's ESG goals while maintaining cost effectiveness
Practice in negotiation simulations will prepare you to handle difficult situations in real business conversations

Who is this training for?

Purchasing specialists and managers.

Procurement managers

Buyer'zy and category managers

Supply chain managers

Procurement managers

Specialists in the field. contract negotiations

Sustainable purchasing managers

Purchasing analysts

Prerequisites

Experience working in purchasing or procurement in supplier relations
Basic knowledge of purchasing processes and contract management
Ability to analyze purchasing data and interpret cost indicators
Experience in business discussions and commercial negotiations
Basic awareness of requirements related to sustainable purchasing and ESG standards

Training program

Assessment of the negotiating environment and climate
Analysis to support the merchant's activities (ABC/XYZ, *Kraljic* matrix *)*
ZOPA and BATNA in negotiations

Negotiators' styles and dealing with them
Willem Mastenbroek's negotiation model
Dilemmas of flexibility and use of force

Techniques based on emotions and time management
Pricing techniques and persuasion in negotiations
Manipulation and bluff

Techniques for responding to vendor offers
Strategies for playing for time and vendor influence techniques
Language to subdue the salesman and achieve an advantage

Reformulating objections and analyzing the problem
Communication tailored to negotiation partners
*Reflectingand presenting arguments*

Simulation of real negotiations
Self-analysis and discussion of results

*Eco-innovation in shopping*
*How to incorporate environmental and innovative aspects in negotiations*
*Examples of eco-friendly purchasing strategies*

Delivery Methods

Online

Convenience of participating from anywhere
Interactive live sessions with trainer
Materials available for 30 days
No travel costs

On-site

Direct contact with trainer and group
Intensive hands-on workshops
Networking with other participants
Full focus on learning

Frequently asked questions

What are the prerequisites for this training?

For Advanced purchasing negotiations and supplier management we recommend: Experience working in purchasing or procurement in supplier relations; Basic knowledge of purchasing processes and contract management; Ability to analyze purchasing data and interpret cost indicators.

What is the format and duration of this training?

The training lasts 2 days and is available in online and on-site format. Sessions run from 9:00 AM to 4:00 PM. We can also customize the schedule to fit your team's needs.

Who is this training designed for?

This training is designed for: Purchasing specialists and managers.; Procurement managers; Buyer'zy and category managers.