Conducting difficult purchasing negotiations with confidence

Success factors

• Use factors such as power, time, information and complexity in a targeted manner.
• Negotiating according to the Harvard principle vs. competitive negotiation.
• Separate factual and relationship levels.
• Focus on interests instead of positions.
• Analyze your own goals and the goals of your partners in advance.
• Develop targeted negotiation alternatives.
• Create win-win situations.
• Special features of global negotiations.

Using your personal negotiating style to your advantage

• Analysis of your own negotiating style.
• Willingness to engage in conflict vs. consensus orientation.
• How do I come across to others?
• Use and interpret body language in a targeted manner.
• The supplier-specific negotiation strategy.

Negotiate confidently in complex situations

• Master pressure situations with confidence: playing off each other, uncertainty/time pressure method and other tactics.
• Price negotiations under pressure.
• Negotiating with monopolists: identifying "real" monopolists, price negotiations, dealing with possible positions of power.
• Counter verbal attacks with confidence.
• Dangers in team negotiations.
• Negotiating with other cultures.
• Pitfalls when bargaining.
• Planning, development and implementation of the negotiation situation.
• Development of negotiation guidelines.

Systematically develop argumentation and questioning techniques

• Arguing effectively in difficult situations, countering objections.
• Build a chain of reasoning.
• Fending off price increases, enforcing price reductions.
• Score points with the use of business arguments.
• Professionalize questioning techniques: uncover the "true" interests of the negotiating partner.