Blended learning
This blended learning is held in German.
Negotiation is the core competence of purchasers and the central "lever" for exploiting profit potential. You will learn how to negotiate effectively with suppliers , strengthen your negotiating power and achieve your purchasing goals. You will learn how to prepare systematically and conduct results-oriented purchasing negotiations. In the second step, you will deepen your negotiation skills and successfully conclude deals even in difficult situations. At the beginning, your personal facets, your strengths and potential for expansion will be brought to light in a discussion - this will make it easier for you to assess yourself and your negotiation partners and adjust your negotiation strategy specifically to your suppliers . Furthermore, individual coaching prepares you optimally for your next 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 my negotiation partners partners tick? And how can I best adapt to my suppliers in the negotiation? With the help of the DISC® model, your personal facets, strengths and potential for development are brought to light, making it easier for you to better assess yourself and your negotiation partners and to adapt your negotiation strategy and tactics more specifically to your counterpart. With the DISC® model, you create the basis for your personal development. The DISC® model is a scientifically validated analysis of your potential strengths and areas for development that has been used internationally for decades. This requires you to complete and evaluate a questionnaire in advance. The completed questionnaire is the basis for the subsequent evaluation discussion between you and the trainer. Furthermore, during the attendance phases, you will work specifically on further developing your strengths and talents based on the results.
Evaluation meeting
You will take part in a personal evaluation meeting with the:der trainer , which will take 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
You have already completed an individual evaluation meeting with the:r trainer and know your individual strengths and optimization potential. In the following face-to-face module, you will lay the foundations for successful negotiation and train how to optimally prepare for negotiations and conduct purchasing negotiations systematically, purposefully and convincingly. The classroom phase is designed to develop the strengths you have identified and to exploit optimization potential in negotiations.
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, you will take part in a telephone coaching session with your:r trainer .
In coaching, you have the opportunity to prepare a real negotiation from your practice with the:r trainer or to work on other topics with the:r trainer that will help you in your negotiation.
Self-study phase: videocasts and work materials
Videocasts and other work materials are available in your 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
You have laid a solid foundation for successful negotiations in purchasing. Your purchasing negotiations are well prepared and your negotiation tools are ready for use. In the 2nd classroom training course, you will deepen your negotiation skills and achieve your goal even in difficult situations. You will round off your skills as a professional buyer . The face-to-face phase is designed to build on the strengths you have identified and to exploit potential for optimization in negotiations.
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 - plan concessions.
- Defining the negotiation framework: ZOPA method.
Negotiating according to the Harvard concept
- Tough in the matter - gentle in dealing with the negotiating 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 your 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.
- Consolidation: 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.
- Master the aggressive behavior of your negotiating partner.
- How to 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 qualification measure after you have registered.
Your benefit
- As purchasers , you significantly strengthen your negotiating power vis-à-vis 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 trainer are experienced negotiators and business coaches and support participants in practical implementation.
You learn:
- easier to achieve your desired negotiation goal,
- prepare negotiations professionally and conduct them in a structured manner,
- correctly assess your counterpart and make better use of negotiating leeway,
- use negotiation/argumentation strategies/techniques systematically,
- counteract unfair negotiation practices as appropriate to the situation,
- Increase your own power in negotiations and overcome objections and
- remain steadfast, e.g. when defending against price demands.
Methods
trainer, 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:
- Analysis of individual strengths and optimization potential using the DISG® workplace profile Personality analysis including personal evaluation interview.
- The attendance phases are designed to further develop the strengths identified in the personality analysis and to exploit optimization potential in negotiation.
- Individual coaching takes place between the face-to-face modules in preparation for your next real negotiation.
- Numerous videocasts and work assignments increase your learning success (self-learning phase). You systematically deepen and consolidate your knowledge.
Recommended for
For Employees from materials management with basic negotiating 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
After successfully completing the program, you will receive a high-quality certificate from Haufe Akademie .
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 my negotiation partners partners tick? And how can I best adapt to my suppliers in the negotiation? With the help of the DISC® model, your personal facets, strengths and potential for development are brought to light, making it easier for you to better assess yourself and your negotiation partners and to adapt your negotiation strategy and tactics more specifically to your counterpart. With the DISC® model, you create the basis for your personal development. The DISC® model is a scientifically validated analysis of your potential strengths and areas for development that has been used internationally for decades. This requires you to complete and evaluate a questionnaire in advance. The completed questionnaire is the basis for the subsequent evaluation discussion between you and the trainer. Furthermore, during the attendance phases, you will work specifically on further developing your strengths and talents based on the results.
Evaluation meeting
You will take part in a personal evaluation meeting with the:der trainer .
Based on the results, you will receive specific tasks/preparations for the first face-to-face module. Duration approx. 30 minutes.
Module 2: training training
2 days
Successful negotiation in purchasing I
Successful negotiation in purchasing I
You have already completed the DISG® job profile and an individual evaluation interview with the:r trainer and know your individual strengths and optimization potential. In the following module, you will lay the foundations for successful negotiation and train to prepare yourself optimally for negotiations and to conduct purchasing negotiations systematically, purposefully and convincingly. The phase is designed to develop the strengths identified in the DISG® Job Profile and to exploit optimization potential in negotiations.
Module 3: Coaching
approx. 1.5 hours
Individual coaching and self-learning phase
Individual coaching and self-learning phase
Between the first and second module, you will take part in a telephone coaching session with your:r trainer .
In coaching, you have the opportunity to prepare a real negotiation from your practice with the:r trainer or to work on other topics with the trainer that will help you in your negotiation.
Self-study phase: videocasts and work materials
Videocasts and other work materials are available in your 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
You have laid a solid foundation for successful negotiations in purchasing. Your purchasing negotiations are well prepared and your negotiation tools are ready for use. In the 2nd training course, you will deepen your negotiation skills and achieve your goal even in difficult situations. You will round off your skills as a professional buyer . This phase is designed to build on the strengths identified in the evaluation meeting and to exploit optimization potential in negotiations.
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 - plan concessions.
- Defining the negotiation framework: ZOPA method.
Negotiating according to the Harvard concept
- Tough in the matter - gentle in dealing with the negotiating 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 your 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.
- Consolidation: 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.
- Master the aggressive behavior of your negotiating partner.
- How to 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 qualification measure after you have registered.
Your benefit
- As purchasers , you significantly strengthen your negotiating power vis-à-vis 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 trainer are experienced negotiators and business coaches and support participants in practical implementation.
You learn:
- easier to achieve your desired negotiation goal,
- prepare negotiations professionally and conduct them in a structured manner,
- correctly assess your counterpart and make better use of negotiating leeway,
- use negotiation/argumentation strategies/techniques systematically,
- counteract unfair negotiation practices as appropriate to the situation,
- Increase your own power in negotiations and overcome objections and
- remain steadfast, e.g. when defending against price demands.
Methods
trainer, 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:
- Analysis of individual strengths and optimization potential using the DISG® workplace profile Personality analysis including personal evaluation interview.
- The attendance phases are designed to further develop the strengths identified in the personality analysis and to exploit optimization potential in negotiation.
- Individual coaching takes place between the face-to-face modules in preparation for your next real negotiation.
- Numerous videocasts and work assignments increase your learning success (self-learning phase). You systematically deepen and consolidate your knowledge.
Recommended for
For Employees from materials management with basic negotiating 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
After successfully completing the program, you will receive a high-quality certificate from Haufe Akademie .
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 exclusively on frontal teaching."
Moritz Wester
Freudenberg Performance Materials Service SE & Co. KG, Weinheim
"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
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 negotiating 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. It is also important to bear in mind a few very basic things 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
07.07.2025
Frankfurt a. M.
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
07.-08.07.2025
Venue
relexa hotel Frankfurt/Main
Schedule
1st - 2nd day: 09:00 am - approx. 5:00 pm
Classroom training
Successful negotiation in purchasing II
Date
18.-19.08.2025
Venue
relexa hotel Frankfurt/Main
Schedule
1st - 2nd day: 09:00 am - approx. 5:00 pm
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participants will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
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
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participants will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
The next booking ensures this course will take place
Booking number:
1943
€ 2.890,- plus VAT.
€ 3,439.10 incl. VAT.
Details
4 days
Limited number of participants
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participants will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
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.
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