Blended learning
This blended learning is held in German.
Negotiation is one of the key skills in purchasing and is an essential lever for exploiting profit potential. This training course teaches you how to conduct effective negotiations with suppliers, how to strengthen your own negotiating power and how to achieve defined purchasing targets. The focus is on systematic preparation and results-oriented implementation of purchasing negotiations.
In the second step, negotiation skills are further deepened - even challenging negotiation situations can be successfully mastered in this way. At the beginning, a personal interview is held to analyze individual facets, strengths and development potential. This enables a better assessment of both yourself and your negotiation partners and a targeted adjustment of the negotiation strategy.
Supplementary individual coaching also prepares you specifically for an upcoming real negotiation.
Module 1: Coaching
approx. 1 hour
Analysis according to the DISG® model
Analysis according to the DISG® model
What makes purchasers tick?
What makes negotiation partners tick? And how can you best adapt to suppliers in negotiations?
With the help of the DISG® model, personal facets, strengths and potential for development are made visible. It makes it easier to better assess both yourself and negotiation partners and to tailor your negotiation strategy and tactics to your counterpart. The DISG® model creates the basis for personal development.
The DISG® model is a scientifically validated analysis of potential strengths and areas of development that has been used internationally for decades. For this purpose, it is necessary to complete and evaluate a questionnaire in advance. The completed questionnaire forms the basis for the subsequent evaluation discussion with the trainers. Based on the results, targeted work is carried out during the attendance phases to further develop strengths and talents.
Evaluation meeting
A personal evaluation meeting with the:der trainer takes place during the first face-to-face seminar.
Duration: approx. 30 minutes.
Module 2: Classroom training
2 days
Successful negotiation in purchasing I
Successful negotiation in purchasing I
The first face-to-face module lays the foundation for successful negotiation. This module provides training on how to prepare negotiations optimally and how to conduct purchasing negotiations systematically, purposefully and convincingly.
The attendance phase is designed in such a way that identified strengths are further developed and optimization potential in negotiation is specifically exploited.
Module 3: Coaching
approx. 1.5 hours
Individual coaching and self-learning phase
Individual coaching and self-learning phase
Between the first and second face-to-face module, there is a phone with the:der trainer .
In coaching, you have the opportunity to prepare a real negotiation from your own practice with the:der trainer or to work on other topics that help in negotiations.
Self-study phase: videocasts and work materials
Videocasts and other work materials are available in the online learning environment.
Topics from the first attendance module are practiced in depth in the self-study phase.
Module 4: Classroom training
2 days
Successful negotiation in purchasing II
Successful negotiation in purchasing II
A solid foundation has been laid for successful negotiations in purchasing. Purchasing negotiations are well prepared and the negotiation tools are ready for use. In the second face-to-face training course, negotiation skills are further deepened in order to successfully reach the goal even in difficult situations. This rounds off your skills as a professional buyer .
The attendance phase is designed in such a way that identified strengths are further developed and optimization potential in negotiation is specifically exploited.
Contents
Communication basics for effective purchasing negotiations
- The 4 sides of a message.
- Body language, gestures, facial expressions, posture.
- Questioning techniques, types of questions and active listening.
- Use small talk appropriately to obtain information.
- Dealing with different personalities.
The four phases of purchasing negotiations
- Preparation, clarification, proposal and agreement phase.
Start well prepared: negotiation objectives, information matrix, concession matrix and negotiation framework
- SMART targets; set maximum and minimum targets.
- Develop negotiation alternatives.
- BATNA (Best Alternative to Negotiated Agreement).
- Define information.
- The concession matrix - planning concessions.
- Defining the negotiation framework: ZOPA method.
Negotiating according to the Harvard concept
- Tough in the matter - gentle in dealing with the: negotiation partner.
- Negotiating on an equal footing.
- Personal basic attitude.
Conducting successful purchasing negotiations
- Clarification phase: Building a relationship with the negotiation partner , defining negotiation strategies, applying questioning techniques, clarifying and probing, correctly assessing your own position of power and that of your counterpart.
- Exchange of interests: Bartering concessions, keeping the power in the conversation.
- The proposal phase: make suggestions, have the best alternative BATNA ready, put together a package.
- The agreement phase: no concessions without consideration.
Reflection on the self-study/practical phase
- Dealing with different personalities.
- Deepening: Negotiating according to the Harvard concept.
Factual negotiation with a competing negotiation partner on the purchasing side.
- Negotiations with several parties and interests.
- Principles of successful bargaining.
- Professional handling of negotiating tricks, unfair methods and manipulative dialectics.
- Mastering aggressive behavior of the negotiating partner.
- Fend off attacks.
Conducting difficult purchasing negotiations: Powerful suppliers, selling centers, renegotiation & Co.
- Negotiating with more powerful partners.
- Purchasing negotiations with several negotiating partners (Selling Center).
- Successful defense against price increases.
- Dealing with negative emotions of the negotiating partner.
- Manage supplier complaints with confidence.
- Delivering negative news for the supplier.
- Successful renegotiation due to e.g: Optimization of the purchasing result, poor performance of the supplier, improvement of delivery conditions.
Professional conflict management for the:the professional buyer
- Conflict management: including conflict resolution strategies.
- The three-phase model of conflict resolution.
- Fact-based negotiation in conflicts according to the Harvard concept.
Learning environment
In your online learning environment, you will find useful information, downloads and extra services for this training course once you have registered.
Your benefit
- This training can significantly strengthen your negotiating power with suppliers .
- Fast return on investment! The next real purchasing negotiation pays off effectively - thanks to an individual and intensive training concept with lasting learning success.
- The trainers are experienced negotiators and business coaches and support participants in practical implementation.
The training teaches the following skills, among others:
- Achieve negotiation goals more easily and in a more targeted manner,
- Prepare negotiations professionally and conduct them in a structured manner,
- better assess your counterpart and make optimum use of negotiating leeway,
- Use negotiation and argumentation techniques systematically,
- react appropriately to unfair negotiation practices,
- increase your own negotiating power and overcome objections with confidence,
- remain steadfast even in challenging situations, such as price demands.
Methods
Classroom training, DISG® model including evaluation discussion, phone, self-learning phases. Trainer input, exchange of experience, practical simulations, video analysis with constructive feedback, peer-to-peer exchange with practical advice, videocasts, work aids, checklists.
Training concept
This blended learning is characterized by a sustainable training concept:
- Individual strengths and development potential are analyzed using the DISG® job profile. The personality analysis includes a personal evaluation interview.
- The attendance phases are designed to further develop the strengths identified during the analysis and to exploit optimization potential in negotiation behavior.
- Between the face-to-face modules, individual coaching supports preparation for an upcoming real negotiation.
- Videocasts and practical work assignments during the self-study phases promote learning success. The acquired knowledge is systematically deepened and consolidated.
Recommended for
For employees from materials management with basic negotiation experience. For employees from related areas, such as R&D, production, logistics, quality management, scheduling, etc., who also sit at the negotiating table with suppliers . This qualification is also suitable for the procurement of services.
Certificate
The high-quality certificate from the Haufe Akademie is issued after successful completion of the program.
Further recommendations for "Negotiation training for purchasers intensive"
Module 1: Coaching
approx. 1 hour
DISG® Workplace Profile
DISG® Workplace Profile
What makes purchasers tick?
What makes negotiation partners tick? And how can you best adapt to suppliers in negotiations?
With the help of the DISG® model, personal facets, strengths and potential for development are made visible. It makes it easier to better assess both yourself and negotiation partners and to tailor your negotiation strategy and tactics to your counterpart. The DISG® model creates the basis for personal development.
The DISG® model is a scientifically validated analysis of potential strengths and areas of development that has been used internationally for decades. For this purpose, it is necessary to complete and evaluate a questionnaire in advance. The completed questionnaire forms the basis for the subsequent evaluation discussion with the trainers. Based on the results, targeted work is carried out during the attendance phases to further develop strengths and talents.
Evaluation meeting
A personal evaluation meeting with the:der trainer takes place during the first seminar.
Duration: approx. 30 minutes.
Module 2: training training
2 days
Successful negotiation in purchasing I
Successful negotiation in purchasing I
After an individual evaluation meeting with the:der trainer, in which your own strengths and potential for optimization are identified, the foundation for successful negotiation is laid in the following module. In this module, you will be trained to prepare negotiations optimally and to conduct purchasing negotiations systematically, purposefully and convincingly.
The module is designed in such a way that identified strengths are further developed and optimization potential in negotiation is specifically exploited.
Module 3: Coaching
approx. 1.5 hours
Individual coaching and self-learning phase
Individual coaching and self-learning phase
Between the first and second online module, there is a phone with the:der trainer .
In coaching, you have the opportunity to prepare a real negotiation from your own practice with the:der trainer or to work on other topics that help in negotiations.
Self-study phase: videocasts and work materials
Videocasts and other work materials are available in the online learning environment.
Topics from the first module are practiced in depth in the self-study phase.
Module 4: training training
2 days
Successful negotiation in purchasing II
Successful negotiation in purchasing II
A solid foundation has been laid for successful negotiations in purchasing. Purchasing negotiations are well prepared and the negotiation tools are ready for use. In the second training , negotiation skills are further deepened in order to reach the goal successfully even in difficult situations. This rounds off your skills as a professional buyer .
The online phase is designed in such a way that identified strengths are further developed and optimization potential in negotiation is specifically exploited.
Contents
Communication basics for effective purchasing negotiations
- The 4 sides of a message.
- Body language, gestures, facial expressions, posture.
- Questioning techniques, types of questions and active listening.
- Use small talk appropriately to obtain information.
- Dealing with different personalities.
The four phases of purchasing negotiations
- Preparation, clarification, proposal and agreement phase.
Start well prepared: negotiation objectives, information matrix, concession matrix and negotiation framework
- SMART targets; set maximum and minimum targets.
- Develop negotiation alternatives.
- BATNA (Best Alternative to Negotiated Agreement).
- Define information.
- The concession matrix - planning concessions.
- Defining the negotiation framework: ZOPA method.
Negotiating according to the Harvard concept
- Tough in the matter - gentle in dealing with the: negotiation partner.
- Negotiating on an equal footing.
- Personal basic attitude.
Conducting successful purchasing negotiations
- Clarification phase: Building a relationship with the negotiating partner, defining negotiation strategies, applying questioning techniques, clarifying and probing, correctly assessing your own position of power and that of your counterpart.
- Exchange of interests: Bartering concessions, keeping the power in the conversation.
- The proposal phase: make suggestions, have the best alternative BATNA ready, put together a package.
- The agreement phase: no concessions without consideration.
Reflection on the self-study/practical phase
- Dealing with different personalities.
- Deepening: Negotiating according to the Harvard concept.
Factual negotiation with a competing negotiation partner on the purchasing side.
- Negotiations with several parties and interests.
- Principles of successful bargaining.
- Professional handling of negotiating tricks, unfair methods and manipulative dialectics.
- Mastering aggressive behavior of the negotiating partner.
- Fend off attacks.
Conducting difficult purchasing negotiations: Powerful suppliers, selling centers, renegotiation & Co.
- Negotiating with more powerful partners.
- Purchasing negotiations with several negotiating partners (Selling Center).
- Successful defense against price increases.
- Dealing with negative emotions of the negotiating partner.
- Manage supplier complaints with confidence.
- Delivering negative news for the supplier.
- Successful renegotiation due to e.g: Optimization of the purchasing result, poor performance of the supplier, improvement of delivery conditions.
Professional conflict management for the:the professional buyer
- Conflict management: including conflict resolution strategies.
- The three-phase model of conflict resolution.
- Fact-based negotiation in conflicts according to the Harvard concept.
Learning environment
In your online learning environment, you will find useful information, downloads and extra services for this training course once you have registered.
Your benefit
- This training can significantly strengthen your negotiating power with suppliers .
- Fast return on investment! The next real purchasing negotiation pays off effectively - thanks to an individual and intensive training concept with lasting learning success.
- The trainers are experienced negotiators and business coaches and support participants in practical implementation.
The training teaches the following skills, among others:
- Achieve negotiation goals more easily and in a more targeted manner,
- Prepare negotiations professionally and conduct them in a structured manner,
- better assess your counterpart and make optimum use of negotiating leeway,
- Use negotiation and argumentation techniques systematically,
- react appropriately to unfair negotiation practices,
- increase your own negotiating power and overcome objections with confidence,
- remain steadfast even in challenging situations, such as price demands.
Methods
Classroom training, DISG® model including evaluation discussion, phone, self-learning phases. Trainer input, exchange of experience, practical simulations, video analysis with constructive feedback, peer-to-peer exchange with practical advice, videocasts, work aids, checklists.
Training concept
This blended learning is characterized by a sustainable training concept:
- Individual strengths and development potential are analyzed using the DISG® job profile. The personality analysis includes a personal evaluation interview.
- The attendance phases are designed to further develop the strengths identified during the analysis and to exploit optimization potential in negotiation behavior.
- Between the face-to-face modules, individual coaching supports preparation for an upcoming real negotiation.
- Videocasts and practical work assignments during the self-study phases promote learning success. The acquired knowledge is systematically deepened and consolidated.
Recommended for
For employees from materials management with basic negotiation experience. For employees from related areas, such as R&D, production, logistics, quality management, scheduling, etc., who also sit at the negotiating table with suppliers . This qualification is also suitable for the procurement of services.
Final examination
The high-quality certificate from the Haufe Akademie is issued after successful completion of the program.
Further recommendations for "Negotiation training for purchasers intensive"
Attendees comments
"A very good theoretical basis from the seminar room, which is consolidated by the accompanying practical application through individual coaching. The blended learning gave me significantly more know-how than a training based solely on frontal teaching."
Moritz Wester
Freudenberg Performance Materials Service SE & Co. KG, Weinheim
"I particularly liked the fact that we were quite a small group. This meant that we received individual feedback on our strengths and weaknesses from the seminar leader."
Fabienne Treiling
Rotovia Hockenheim GmbH
"This training helped me a lot with the many individual tips and the practical orientation. The mix of coaching and classroom training in this blended learning course is particularly appealing!"
Sylvia Tack
Diehl Aviation Hamburg GmbH, Hamburg
"I particularly liked the trainer's very good general knowledge."
Ivo Pelz
GIM GmbH
"I particularly liked the fact that we were quite a small group. This meant that we received individual feedback on our strengths and weaknesses from the seminar leader."
Fabienne Treiling
Rotovia Hockenheim GmbH
"I can recommend the training because of the quality of the teaching. The benefits for everyday work are recognizable."
Björn Hipka
Bierbaum Group of Companies
"I particularly liked the trainer's very good general knowledge."
Ivo Pelz
GIM GmbH
"I can recommend the training because of the quality of the teaching. The benefits for everyday work are recognizable."
Björn Hipka
Bierbaum Group of Companies
Seminar evaluation for "Intensive negotiation training for purchasers "
4.6 from 5
with 91 reviews
training content:
4.5
Content comprehensibility:
4.6
Practical relevance:
4.6
Trainer expertise:
4.8
Participant orientation:
4.7
Method variety:
4.6
Whitepaper: 10 negotiation tips you should know
How to achieve your goals in negotiations! Because successful negotiations are no coincidence! If you want to achieve top results in negotiations, you need clear strategies and tactics. There are also a few very basic things to bear in mind that make or break every negotiation.
On-site training together
Booking number
1943
1943
€ 2.890,-
plus VAT
4 days
in 2 locations
with certificate
2 Events
German
Joint online training
Booking number
33683
33683
€ 2.890,-
plus VAT
4 days
Online
with certificate
0 Events
German
Start dates and details
26.02.2026
Hamburg
Booking number:
1943
€ 2.890,- plus VAT.
€ 3,439.10 incl. VAT.
Modules
4 days
Limited number of participants
Classroom training
Successful negotiation in purchasing I
Date
26.-27.02.2026
Venue
Leonardo Hotel Hamburg City Nord
Schedule
1st - 2nd day: 09:00 am - approx. 5:00 pm
Classroom training
Successful negotiation in purchasing II
Date
26.-27.03.2026
Venue
Leonardo Hotel Hamburg City Nord
Schedule
1st - 2nd day: 09:00 am - approx. 5:00 pm
06.07.2026
Munich
Booking number:
1943
€ 2.890,- plus VAT.
€ 3,439.10 incl. VAT.
Modules
4 days
Limited number of participants
Classroom training
Successful negotiation in purchasing I
Date
06.-07.07.2026
Venue
Holiday Inn Unterhaching
Schedule
1st - 2nd day: 09:00 am - approx. 5:00 pm
Classroom training
Successful negotiation in purchasing II
Date
03.-04.09.2026
Venue
Holiday Inn Unterhaching
Schedule
1st - 2nd day: 09:00 am - approx. 5:00 pm
Booking number:
1943
€ 2.890,- plus VAT.
€ 3,439.10 incl. VAT.
Details
4 days
Limited number of participants
Booking number:
33683
€ 2.890,- plus VAT.
€ 3,439.10 incl. VAT.
Details
4 days
Limited number of participants
No suitable date?
You are welcome to be notified by e-mail as soon as new dates are released.
Please note: We use third-party tools for selected events. Personal data of the participant will be passed on to them for the implementation of the training offer. You can find more information in our privacy policy.
About us - The Haufe Akademie
Your optimizer, innovator and companion since 1978 -
Your professional partner for professional development and seminars, training courses and topical conferences.
Whether on site, live online or in-house - our customised solutions, our claim to the highest level of consulting expertise and training tailored to your needs simplify the acquisition of skills for the working world of the future and sustainably facilitate professional development.
A wide range of seminars, individual coaching and our flexible formats support HR managers and decision-makers in shaping the future and developing employees, in-house teams and companies.
Experience the benefits of online training from the comfort of your own home. Our online formats meet the highest quality standards and are in no way inferior to face-to-face events in terms of practical relevance. Learn together live online in interactive groups or digitally at a time of your choice.
2,500+ further training
600,000+ apprentices per year
Over 95% positive reviews
2,500 trainers and coaches
17,500+ training courses held per year
Call us or send an email
Do you have any questions?
We are there for you Monday to Friday 8:00 a.m. - 5:00 p.m.
*Mandatory fields
FAQs
Questions & Answers
In our Questions & Answers (FAQ) section, you will find all the answers and the most frequently asked questions about your selected topic.
Haufe Akademie GmbH & Co. KG
Munzinger Str. 9
79111 Freiburg
Munzinger Str. 9
79111 Freiburg
A brand of
The company
About our offer
- Planning security
- Free seminar places
- Quality standards
- Planning and locations
- Funding opportunities
- Training app
- Business Solutions
Special offers
Contact & Support
