Negotiation in the Purchasing Process

• What is negotiating?
• How to communicate properly in negotiations
• Active listening as a key part of communication

First Things First: Planning and Preparing Your Negotiation

• Establishing negotiation targets and objectives
• Identifying important facts about your supplier
• How to use a preparation checklist
• The art of successful negotiation: What leads to success or failure?

Fundamental Steps in the Negotiation Process

• Opening moves: how to start
• Body language
• Using the right questioning techniques
• Opening offers and counteroffers
• Offer submission: active listening
• Successful price negotiations
• The follow-up of a negotiation

Employing Effective Negotiation Techniques

• Improving preparatory skills
• How to be more precise during the negotiation
• Questioning techniques
• Giving and taking
• Argumentation techniques
• Summarizing the results

Useful Arguments

• The value proposition for buyers and suppliers
• Neutralizing objectives presented by the counterpart
• Dealing with objections/pretexts
• Dealing with "dead-end situations"

The Win-Win-Approach: Requirements and Process

• Benefits of the win-win-approach
• Mutual success: seeking common ground
• Developing different options
• Preparing the negotiation process
• Determining the supplier’s motives, objectives and constraints
• Building trust
• Showing flexibility