Contents
Successful negotiation in purchasing
- Basics of conducting discussions and negotiations.
- What the body language of your negotiation partners tells you and how you can adapt your actions accordingly.
- Structured use of questioning techniques: He who asks, leads!
- Argue effectively.
- Objection handling.
- Dealing with emotions; managing conflicts.
- How to confidently fend off aggressive behavior/attacks.
- Recognize and counteract unfair negotiation practices and tricks.
- Dealing with power.
The negotiation: phases and process
- Preparation, implementation, follow-up.
- Optimally prepare and conduct meetings.
- Define your own goals / milestones.
- Analyze and include the positions of suppliersnegotiation partners , explore interests.
- Recognize factual, human and situational factors influencing a negotiation.
- Success factors for a successful negotiation.
- Development of a negotiation structure.
Tried and tested methods/tools for conducting negotiations
- Negotiation styles: hard or soft?
- Basics and application of the Harvard method.
- How to recognize personality types and react appropriately (DISG® model).
Further topics
- How to open your negotiation; small talk rules; price negotiations after "everything" has been clarified.
- Negotiations within the company.
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
In this basic training course, you will practise in a practical and relevant way how to
- conduct negotiations purposefully and convincingly and
- recognize unfair practices and negotiating tricks and counteract them appropriately.
You learn,
- know tried-and-tested negotiation strategies/techniques and can apply them,
- Use argumentation strategies and techniques effectively,
- overcoming objections,
- correctly assess your counterpart and
- improve your negotiating skills and exploit greater scope for negotiation.
Methods
Training intensive and interactive: purchasing-specific role exercises, video analysis, trainer, checklists, short lectures/presentations, discussions, exchange of experience.
Recommended for
newcomers in purchasing, purchasers with practical experience who want to acquire the basics. Employees from other areas such as logistics, scheduling, production, quality management etc. who want to take part in negotiations and acquire a solid basis for successful negotiation.
Further recommendations for "Negotiation training for purchasers"
Rhetoric training for purchasers
Exclusively for women in purchasing: Communicating and negotiating skillfully
Conducting difficult purchasing negotiations with confidence
Checkmate! Strategic negotiation skills for purchasing managers
Purchasing power through interface management
Attendees comments
"I liked the cooperation with the group members and the case studies. I was able to try out what I had learned directly by negotiating examples. Thank you very much for a great online training course. The best online training course in recent years."
"I have gained a lot of new insights that help me a lot in my daily work!"
"Very entertaining with lots of exercises and case studies."
"The level of the group was good, as was the practical relevance. 1 to 1 usable formulations."
"The sales area was also addressed, very good atmosphere in the training."
"The content was very well tailored to the participants."
"Very good content with a motivating effect for implementation."
"Very varied with good exercises to break things up, good trainer, very well timed learning units."
"A very entertaining and interesting event with a lot of practical relevance in the form of case studies."
"You couldn't wish for more from a training course! My expectations were far exceeded! :)"
"The seminar leader explained things clearly and well and answered the questions. All in all, a great organization of the Haufe Akademie , I would like to book the next training ."
"I liked the variety of methods used to learn the respective modules. The participants and the trainer worked well together. Pleasant group atmosphere and great speaker. I was able to take a lot of input with me."
"The training offers many role-playing games in which you can test your own skills."
Seminar evaluation for "Negotiation training for purchasers"
The trainer Gerhard A. Jantzen on the topic:
"Negotiating - the skill that is most needed and least learned in business. Especially in purchasing, eloquent negotiation skills are crucial. Because purchasing is where the profit lies. Expand your negotiation skills, it's worth it for you!"
9339
Start dates and details
Wednesday, 04.06.2025
09:00 am - 5:00 pm
Thursday, 05.06.2025
09:00 am - 5:00 pm
Friday, 06.06.2025
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 18.06.2025
09:00 am - 5:00 pm
Thursday, 19.06.2025
09:00 am - 5:00 pm
Friday, 20.06.2025
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 07.07.2025
09:00 am - 5:00 pm
Tuesday, 08.07.2025
09:00 am - 5:00 pm
Wednesday, 09.07.2025
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 11.08.2025
09:00 am - 5:00 pm
Tuesday, 12.08.2025
09:00 am - 5:00 pm
Wednesday, 13.08.2025
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 10.09.2025
09:00 am - 5:00 pm
Thursday, 11.09.2025
09:00 am - 5:00 pm
Friday, 12.09.2025
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 24.09.2025
09:00 am - 5:00 pm
Thursday, 25.09.2025
09:00 am - 5:00 pm
Friday, 26.09.2025
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 13.10.2025
09:00 am - 5:00 pm
Tuesday, 14.10.2025
09:00 am - 5:00 pm
Wednesday, 15.10.2025
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 10.11.2025
09:00 am - 5:00 pm
Tuesday, 11.11.2025
09:00 am - 5:00 pm
Wednesday, 12.11.2025
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 19.11.2025
09:00 am - 5:00 pm
Thursday, 20.11.2025
09:00 am - 5:00 pm
Friday, 21.11.2025
08:30 am - 4:30 pm
Wednesday, 03.12.2025
09:00 am - 5:00 pm
Thursday, 04.12.2025
09:00 am - 5:00 pm
Friday, 05.12.2025
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 12.01.2026
09:00 am - 5:00 pm
Tuesday, 13.01.2026
09:00 am - 5:00 pm
Wednesday, 14.01.2026
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 04.02.2026
09:00 am - 5:00 pm
Thursday, 05.02.2026
09:00 am - 5:00 pm
Friday, 06.02.2026
08:30 am - 4:30 pm
Wednesday, 18.02.2026
09:00 am - 5:00 pm
Thursday, 19.02.2026
09:00 am - 5:00 pm
Friday, 20.02.2026
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 16.03.2026
09:00 am - 5:00 pm
Tuesday, 17.03.2026
09:00 am - 5:00 pm
Wednesday, 18.03.2026
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 20.04.2026
09:00 am - 5:00 pm
Tuesday, 21.04.2026
09:00 am - 5:00 pm
Wednesday, 22.04.2026
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 06.05.2026
09:00 am - 5:00 pm
Thursday, 07.05.2026
09:00 am - 5:00 pm
Friday, 08.05.2026
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 20.05.2026
09:00 am - 5:00 pm
Thursday, 21.05.2026
09:00 am - 5:00 pm
Friday, 22.05.2026
08:30 am - 4:30 pm
Wednesday, 10.06.2026
09:00 am - 5:00 pm
Thursday, 11.06.2026
09:00 am - 5:00 pm
Friday, 12.06.2026
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 22.06.2026
09:00 am - 5:00 pm
Tuesday, 23.06.2026
09:00 am - 5:00 pm
Wednesday, 24.06.2026
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 20.07.2026
09:00 am - 5:00 pm
Tuesday, 21.07.2026
09:00 am - 5:00 pm
Wednesday, 22.07.2026
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 24.08.2026
09:00 am - 5:00 pm
Tuesday, 25.08.2026
09:00 am - 5:00 pm
Wednesday, 26.08.2026
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 16.09.2026
09:00 am - 5:00 pm
Thursday, 17.09.2026
09:00 am - 5:00 pm
Friday, 18.09.2026
08:30 am - 4:30 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Training is guaranteed to take placeThe next booking ensures this course will take place- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
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.
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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.
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Questions & Answers
In our Questions & Answers (FAQ) section, you will find all the answers and the most frequently asked questions about your selected topic.
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