Courses

Negotiating is not haggling over the price down to the last cent. It means preparing well, knowing what you want and what you can trade, and reaching an agreement that works for both sides and is recorded in writing. In this course, designed for buyers and requisitioners, you will understand when to negotiate in a purchase and what to negotiate beyond price: lead time, payment, warranty and service. You will learn to prepare a simple negotiation with a target, a walk-away point, a BATNA and a zone of possible agreement, using a preparation sheet you can download. You will practise the opening, questions, active listening and trading concessions with the «if… then…» formula, and learn how to respond to pressure and the most common tactics. Finally, you will close the deal, confirm it in writing and update the order or contract, always ethically. With a fictitious company, a branching scenario and interactive activities.

What you will learn

• By the end of the course, learners will be able to explain when and what to negotiate in a purchase.
• By the end of the course, learners will be able to prepare a simple negotiation with targets, limits and alternatives.
• By the end of the course, learners will be able to apply basic communication and concession-trading techniques.
• By the end of the course, learners will be able to close the negotiation and confirm in writing what was agreed.

Modules

1. Negotiating in procurement: principles40 min
2. Preparing the negotiation32 min
3. Leading the conversation and making concessions33 min
4. Closing and recording the agreement30 min

Who it is for

Buyers and requisitioners