Personal and Business Competencies / Customer Service

Purchasing negotiations and supplier management

This intensive workshop training focuses on developing practical skills in purchasing negotiations and effective supplier relationship management. The program combines theory with practice by combining lectures with simulation exercises and case analysis. Participants will learn advanced negotiation techniques and analytical tools to support the purchasing decision-making process. The training is conducted using the workshop method with the use of simulation games and practical exercises based on real business situations.

Issues

ABC/XYZ analysis in purchasing strategies
Kraljica matrix and its application
Willem Mastenbroek’s negotiation model
Negotiation techniques based on emotions and time
Pricing strategies in purchase negotiations
Psychology of negotiation and negotiation styles
Methods of dealing with objections
Techniques of influence and persuasion
Communication in the negotiation process
ZOPA and BATNA analysis
Negotiation strategies and tactics
Supplier relationship management

Benefits

The training enables you to effectively apply advanced negotiation techniques in purchasing processes
Recognizing and adapting to different negotiating styles significantly affects the results achieved
Practical knowledge of the Mastenbroek model allows you to consciously direct the negotiation process
The ability to analyze ABC/XYZ and use the Kraljic matrix leads to strategic purchasing decisions
Dealing effectively with difficult negotiation situations becomes a natural part of the job
The introduction of learned techniques and tools translates into tangible financial benefits in purchasing processes

Who is this training for?

Purchasing professionals and managers responsible for supplier relations

Employees of procurement and logistics departments involved in the selection and evaluation of suppliers

Project coordinators negotiating with contractors

Category managers responsible for strategic purchasing decisions

Marketing employees working with external service providers

Executives involved in purchasing processes and trade negotiations

Business owners negotiating independently with key suppliers

Prerequisites

Basic knowledge of the organization's purchasing processes
Experience in conducting business interviews
Knowledge of the basic principles of interpersonal communication
Understand the specifics of the industry in which the organization operates

Training program

Day 1

Overview of the buyer's and supplier's negotiating objectives
Assessment of the environment and facts affecting the negotiating climate with the supplier
Strengths and weaknesses of the buyer and supplier - the perspective of both parties
Analyses supporting the buyer's actions
Overview of purchasing strategies
ABC and XYZ analysis - determining strategic purchasing choices
Kraljic matrix - determining purchasing risks
ZOPA and BATNA - determining the zone of compromise and the limit of concessions in negotiations

Who do we negotiate with?
Leadership style - dealing with dominant negotiators
Expressive style - dealing with friendly negotiators
Relational style - dealing with trust-based negotiators
Analytical style - dealing with data-based negotiators
Willem Mastenbroek's Negotiation Model
Determining the object of negotiation and the dilemma of flexibility - when to be conciliatory and when to be relentless?
Balance of power and the dilemma of use of force - when to be vulnerable and when to be combative?
Contact between negotiators and the dilemma of atmosphere - when to be jovial and when to be hostile?
Exploration and the dilemma of activity - when to be involved and when to be passive?

Emotion-based negotiation techniques
Good cop-bad cop - the two faces of a negotiator
Mexican shower - changing behavior during negotiations
Vice - rising expectations
Last wish - techniques based on negotiation time management
Price-based negotiation techniques
Empty wallet - driving down price by inability to pay
Funny Money - invoking insignificant sums to reduce price
Negotiation bluff - persuasion and manipulation in negotiations

Day 2

Favorable techniques for responding to seller's offers
Ways of arguing to benefit in purchase negotiations
Using strategies of playing for time to increase buyer's benefits (salami technique, tightening the screw and nibbling)
Vendor's techniques - taming the techniques of influence used by the seller
Technique of contrast and superstition - presenting data and statistics
Technique of nailing and friends - invoking position and reputation
Language of taming the seller - how to get an advantage over the seller?

Stages of reformulation of objections (concretization - collecting facts; inquiring; reformulating the problem)
Possible objections of our negotiating partners - analysis of the problem
Communicating in negotiations - argumentation adapted to the other side
The ability to "tune in" - reflecting in negotiation communication
Adapting to the communication style of the interlocutor
Principles of presenting arguments: justification - position

Playing a workshop game simulating real negotiation conditions
Identifying own strengths and weaknesses in the context of negotiating behavior
Defining areas requiring further development
Group discussion with guidance from the trainer
SSC self-analysis - identifying solutions to start using, stop using, and continue developing

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 Purchasing negotiations and supplier management we recommend: Basic knowledge of the organization's purchasing processes; Experience in conducting business interviews; Knowledge of the basic principles of interpersonal communication.

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 professionals and managers responsible for supplier relations; Employees of procurement and logistics departments involved in the selection and evaluation of suppliers; Project coordinators negotiating with contractors.