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Preparing Effectively for Negotiations
Negotiation begins with preparation before the first conversation. Clarify your objectives, identify your room for manoeuvre and build arguments tailored to the other party. Develop an approach that helps you defend your interests, handle objections and seek a sustainable agreement.
- Duration
- 3 days 21 hours
- Code
- ACHA007FR Code
Presentation
Procurement negotiation is one of the buyer's tools for achieving objectives. The negotiation produces the elements used to draft the contract. A well-prepared negotiation helps buyers achieve their goals. This course provides the methods and tools needed for win–win negotiation. Filmed role plays help participants improve their negotiation techniques.
Objectives
- Understand negotiation techniques.
- Prepare and organise a procurement negotiation.
- Develop effective strategies.
- Master the most effective techniques.
- Identify your negotiation style.
Program
1 – The procurement function's missions and responsibilities
2 – The negotiation context
- The impact of procurement on company competitiveness.
- French and European competition legislation.
- Negotiable clauses.
3 – Analysing the offer
- The different costs.
- The target price.
4 – Preparing the negotiation
- What is negotiation?
- Analysing the stakes.
- Understanding needs.
- Defining internal objectives.
- Summarising offers.
- Preparing your arguments.
- Preparing the negotiation strategy.
- The best fallback option.
- The negotiation strategy.
5 – Conducting the meeting
- The rules of communication.
- Communication effectiveness.
- Paraphrasing.
- Questioning.
6 – The seller's tactics
7 – The negotiation meeting
- Welcoming the other party.
- Persuading.
- Closing.
8 – Types of negotiators
- Types of behaviour.
- Purchasing motivations.
9 – Difficult negotiations
10 – Negotiation outcomes
- The meeting report.
- Gap analysis.
- The action plan.
Bibliography
Audience
Procurement managers, buyers, assistant buyers and anyone required to negotiate purchases within a company.
Prerequisites
Knowledge of procurement fundamentals and a command of the procurement process are required.
Teaching and assessment methods
- Initial skills assessment
- Training materials provided to participants
- Continuous assessment throughout the course
- End-of-course feedback questionnaire
- Combination of theory and practical application
- Attendance records
- Post-course follow-up evaluation
- Practical exercises
Dates and sessions
Choose the date and delivery format that suit you.
No upcoming sessions are currently available.