Procurement Excellence Academy

Enhancing your Negotiation & Bargaining Power










Duration:         2 Days
Participants:  4 – 12

Contact us for more information

Procurement Director, Strategic Procurement Team Leaders, Category Managers,

Supply Chain Managers, Category Leaders, Category Buyers, Lead Buyers, Senior Buyers.

Participants are able to negotiate strategically. They can apply the concept of WIN-WIN to secure more profitable and long-term agreements.

  • Preparation
    – setting objectives and fallbacks (yours and theirs)
    – define negotiable issues, priorities and limits; define the mandate
    – determine the cost of concessions
  • Planning
    – evaluation of the own strengths and weaknesses as well as the
    balance of power
    – Planning for options and how to bargain and persuade
    – long-term success versus short term success
  • Conducting negotiations
    – the CA®-model for your communicative success
    – persuasion, power, bargaining
    – overcoming difficult situations (dead locks) in negotiations
    – successful outcomes
Combines and connects theoretical input with intensive practical exercises and role training, supported by audio recordings for analysis.

Related Leadership Courses: