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Consult our trainings :

Manage and win tough purchasing negotiations Training

Hands-on course
Duration : 2 days
Ref : AEP
Price  2020 : Contact us
  • Program
  • Participants / Prerequisite
  • Intra/Tailored
Program

With this training course, you will consolidate your purchasing negotiation skills, enhance negotiation results by concentring on behavioural skills during the negotiation process, reduce the level of stress induced by speaking English, identify and exchange on best practices.

PROGRAM

The key stages of purchasing negotiations

  • Organising the negotiation process: the 4 C principles
  • Stakes and targets
  • Sources of power in negotiation
  • Key success factors in negotiation: preparation, analysis, behaviour
  • Negotiation matrix

Exercise
Different negotiation scenarios are prepared and simulated. After the simulation, the trainer provides feedback both on strategy and behavioural aspects.

Techniques for managing tough negotiations

  • Select the appropriate strategy
  • Concentrate on interests rather than positions
  • Tools to unlock a difficult negotiation
  • Focus your arguments with “ACES”
  • Cross the “CREEK”
  • Work on mental preparation

Exercise
Different negotiation scenarios are prepared and simulated. After the simulation, the trainer provides feedback both on strategy and behavioural aspects

Managing conflict situations

  • Understand the causes of conflict
  • Adapt your negotiation style to the counterpart
  • Manage emotions and stress
  • Techniques for reducing tension and promoting agreement

Jeu de rôle
A conflict negotiation scenario is prepared and simulated. After the simulation, the trainer provides feedback focusing on behavioural aspects.

Identify the profile of negotiators

  • The skills to lead a negotiation
  • Be aware of the impact of cultural dimension: explicit and implicit communication styles, task orientation versus relationship orientation...
  • Develop flexibility and assertiveness
  • Use your personal negotiation power

Exercise
Behavioural pattern to discover negotiation profile. Diagnosis on assertiveness

Team negotiations

  • Define goals and interests
  • Understand the importance of perception in negotiation
  • Define the roles
  • Define the rules of negotiation
  • Avoid common mistakes
  • Elaborate the action plan
  • Establish the reporting

Jeu de rôle
Participants will prepare and simulate a negotiation in an intercultural context. The trainer will provide debriefing focusing on behavioural and intercultural aspects.

Assess the negotiations

  • Indicia of successful negotiations
  • Post-negotiation assessment
  • Personal excellence progress
Participants / Prerequisite

» Participants

Purchasing managers, purchasing team members

» Prerequisite

At least one year’s experience in purchasing negotiation
Intra/Tailored

Contact Informations

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Book your place

Submit your request

Time schedule

Generally, courses take place from 9:00 to 12:30 and from 14:00 to 17:30.
However, on the first day attendees are welcomed from 8:45, and there is a presentation of the session between 9:15 and 9:30.
The course itself begins at 9:30. For the 4- or 5-day hands-on courses, the sessions finish at 15:30 on the last day
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