In-house training:
Purchase negotiations (2 days)
Seminar objective:
The participants (m/f/d) of the training learn how to consider strategic goals in purchasing in the preparation and conduct of negotiations and how to negotiate successfully with suppliers.
Typical topics and issues:
- Purchasing objectives in the preparation for negotiations, e.g.
- Price leadership
- Security of supply
- Quality
- Availability
- Industry, delivery and competitive analysis
- Own and external expectations of the negotiation
- Systemic view: framework conditions and background of the negotiation situation
- redressing power imbalances
- Setting objectives and limits before the trial
- Classical negotiation (struggle of wills for positions)
- Negotiation phases in classical negotiations
- Preparation and opening of negotiations
- Factual negotiation strategies: Interests
- Preparation for negotiations
- Recognizing and fending off unfair negotiating tactics
- Negotiation simulations
Training methods:
- Theory input
- Exercises
- Group discussions
- Case studies
- Video analysis (upon request)