Purchasing
Training
4.6   (1326)

Negotiation training for purchasers

Strategy and tactics for purchasing success

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This training is held in German.
Negotiation skills in purchasing are of central importance, as there is great profit potential here. Effective preparation and the targeted use of tried-and-tested negotiation strategies and techniques are crucial to exploiting this potential. In the basic training course, participants practise conducting negotiations in a convincing and targeted manner and applying negotiation techniques professionally - for successful results.

Contents

Successful training! Already over 1,500 satisfied attendees.

Successful negotiation in purchasing

  • Basics of conducting discussions and negotiations.
  • What signals the body language of negotiation partners sends and how to adapt your own behavior accordingly.
  • Structured use of questioning techniques: He who asks, leads!
  • Argue effectively.
  • Objection handling.
  • Dealing with emotions; managing conflicts.
  • How aggressive behavior and attacks can be confidently recognized, classified and effectively defended against.
  • 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 different personality types can be recognized using the DISG® model and how conversations and negotiations can be designed in a type-appropriate and goal-oriented manner.

Further topics

  • How to open a negotiation effectively, what role small talk plays and how to conduct price negotiations confidently - even when it seems that all points have already been clarified.
  • Negotiations within the company.

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

In this basic training course, you will practise in a practical and implementation-oriented way how to

  • negotiations can be conducted in a targeted and convincing manner and
  • how to recognize unfair practices and negotiating tricks and ward them off appropriately.

Participants learn,

  • know tried-and-tested negotiation strategies/techniques and can apply them,
  • Use argumentation strategies and techniques effectively,
  • overcoming objections,
  • correctly assess their counterpart and
  • improve their negotiating skills and exploit greater scope for negotiation.

Methods

Training intensive and interactive: purchasing-specific role exercises, video analysis, trainers, 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.

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View into the product

Here you can get impressions of the training as well as information about the training topic.

Articles, interviews or whitepapers on the topic

6 tried-and-tested negotiation tips for purchasers

With bonus: The ultimate checklist for your perfect purchasing negotiations Jakob Fugger, the richest man of his time, had exceptional negotiating skills: he made friends with the right people, skillfully established contacts and always had a clear strategy in mind. Even today, the name Fugger stands for unique entrepreneurial spirit and a special sense of negotiation. But how did Fugger become [...]

Learn more here

Articles, interviews or whitepapers on the topic

6 tried-and-tested negotiation tips for purchasers

With bonus: The ultimate checklist for your perfect purchasing negotiations Jakob Fugger, the richest man of his time, had exceptional negotiating skills: he made friends with the right people, skillfully established contacts and always had a clear strategy in mind. Even today, the name Fugger stands for unique entrepreneurial spirit and a special sense of negotiation. But how did Fugger become [...]

Learn more here

The trainer Gerhard A. Jantzen on the topic:

"Negotiating - the skill that is most needed in business and least learned. 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!"

On-site training together
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Booking number
9339
€ 2.040,- plus VAT
Details
3 days
in 13 locations
13 Events
German
In-person trainings
Joint online training
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Booking number
32187
€ 2.040,- plus VAT
Details
3 days
Online
5 Events
German
Live online events
Train several employees internally
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Pricing upon request
  • Customized training courses according to your needs
  • Directly at your premises or online
  • Cost advantage from 5 participants
  • We contact you within 24 hours (Mon-Fri)
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This training is available as part of course:

Certified negotiation expert in purchasing course

Ratings and feedback from our participants

4.6
1,326 Ratings
training content:
4.4
Content comprehensibility:
4.7
Practical relevance:
4.4
Trainer expertise:
4.9
Participant orientation:
4.6
Method variety:
4.6
JS
Johannes Schneider
Confirmed participation
participant Live-Online-Training, NetPlans IT-Systeme GmbH
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.
CS
Charlene Stöber
Confirmed participation
Bayer Schering Pharma AG, Berlin
I have gained a lot of new insights that help me a lot in my daily work!
RB
Rüdiger Betzer
Confirmed participation
illbruck Sanitärtechnik GmbH, Bad Wildungen
Very entertaining with lots of exercises and case studies.
TE
Thilo Einmayr
Confirmed participation
Adelholzener Alpenquellen, Siegsdorf
The level of the group was good, as was the practical relevance. 1 to 1 usable formulations.
GL
Götz Lechler
Confirmed participation
ZG Raiffeisen eG, Karlsruhe
The sales area was also addressed, with a very good atmosphere in the training.
AS
Alex Seewald
Confirmed participation
Admedes Schüssler GmbH, Pforzheim
The content was very well tailored to the participants.
TM
Thomas Mannhardt
Confirmed participation
ACP Automotive Components, Penzberg
Very good content with a motivating effect for implementation.
AD
Alexander Dohrn
Confirmed participation
Koelnmesse GmbH, Cologne
Very varied with good exercises to loosen up, good trainer, very well timed learning units.
EC
Eva Geiger
Confirmed participation
Huhtamaki Flexible Packaging Germany GmbH & Co KG, Ronsberg
A very entertaining and interesting training event with a lot of practical relevance in the form of case studies.
EB
Ekaterina Bulakhova
Confirmed participation
Eurostyle Systems Tech Center GmbH, Würzburg
You couldn't wish for more from a training course! My expectations were far exceeded! :)
AD
Alexandra Daniel
Confirmed participation
TransnetBW GmbH, Stuttgart
The seminar leader explained really clearly and well and responded to the questions. All in all, the Haufe Akademie was very well organized and I would be happy to book the next training.
KK
Katja Kugler
Confirmed participation
Nuremberg Exhibition Center, Nuremberg
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.
SP
Stefanie Paffrath
Confirmed participation
OBI Corporate Center GmbH, Wermelskirchen
The training offers many role-playing games in which you can test your own skills.
JG
Janina Geyer
Confirmed participation
Dr. Güldener Group
The learning content was great and I felt very comfortable during the training .
LW
Luis Weiß
Confirmed participation
Stricker Rose Rail GmbH
The trainer was very responsive to the participants' questions and comments.
SH
Sarah Hirschmann
Confirmed participation
Siemens Gamesa
This was my fourth training at the Haufe Akademie and, as every time, I was very satisfied with the organization, material and lecturer.

Start dates and details

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13.10.2025
Berlin
Details
Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Venue
Mercure Hotel Berlin Tempelhof
Mercure Hotel Berlin Tempelhof
Hermannstraße 214-21, 12049 Berlin
Room rate: € 133,68 plus VAT.
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Days & Times
3 days
Limited number of participants

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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
10.11.2025
Munich/Eching
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Booking number: 9339
€ 2.040,- plus VAT.
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Olymp Munich
Olymp Munich
Wielandstraße 3, 85386 Munich/Eching
Room rate: € 119,05 plus VAT.
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3 days
Limited number of participants

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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
19.11.2025
Live-Online
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Booking number: 32187
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
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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

03.12.2025
Hamburg
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Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Venue
Leonardo Hamburg Altona
Leonardo Hamburg Altona
Beerenweg 1A, 22761 Hamburg
Room rate: € 111,17 plus VAT.
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3 days
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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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
12.01.2026
Cologne
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Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
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Mercure Hotel Köln West
Mercure Hotel Cologne West
Horbeller Str. 1, 50858 Cologne
Room rate: € 102,79 plus VAT.
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3 days
Limited number of participants

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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
04.02.2026
Live-Online
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Booking number: 32187
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Course
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3 days
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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

18.02.2026
Mannheim
Details
Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Venue
Mercure Hotel am Rathaus
Mercure Hotel am Rathaus
F7, 5-13, 68159 Mannheim
Room rate: current daily rate subject to availability (maximum € 166,06 plus VAT)
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3 days
Limited number of participants

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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
16.03.2026
Berlin
Details
Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Venue
centrovital Hotel
centrovital Hotel
Brauereihof 6, 13585 Berlin
Room rate: € 126,16 plus VAT.
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3 days
Limited number of participants

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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
20.04.2026
Stuttgart
Details
Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Venue
Parkhotel Messe-Airport
Parkhotel Messe-Airport
Filderbahnstrasse 2, 70771 Stuttgart
Room rate: € 140,22 plus VAT.
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3 days
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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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
06.05.2026
Cologne
Details
Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Venue
Best Western Plus Hotel Köln City
Best Western Plus Hotel Cologne City
Innere Kanalstraße 15, 50823 Cologne
Room rate: € 137,36 plus VAT.
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3 days
Limited number of participants

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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
20.05.2026
Live-Online
Details
Booking number: 32187
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Course
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Technical notes
We use various software to conduct our online events.
To the system check
Days & Times
3 days
Limited number of participants

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

10.06.2026
Hamburg
Details
Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Venue
Novotel Hamburg Alster
Novotel Hamburg Alster
Lübecker Straße 3, 22087 Hamburg
Room rate: € 141,67 plus VAT.
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Days & Times
3 days
Limited number of participants

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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
22.06.2026
Mannheim
Details
Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Venue
Best Western Plus Delta Park Mannheim
Keplerstrasse 24, 68165 Mannheim
Room rate: € 134,01 plus VAT.
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Days & Times
3 days
Limited number of participants

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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
20.07.2026
Munich
Details
Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Venue
Holiday Inn Unterhaching
Holiday Inn Unterhaching
Inselkammerstraße 7-9, 82008 Munich
Room rate: € 125,03 plus VAT.
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Days & Times
3 days
Limited number of participants

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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
24.08.2026
Berlin
Details
Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Venue
Leonardo Royal Berlin Alexanderplatz
Leonardo Royal Berlin Alexanderplatz
Otto Braun Strasse 90, 10249 Berlin
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Days & Times
3 days
Limited number of participants

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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
16.09.2026
Fribourg
Details
Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Venue
Hotel Stadt Freiburg
Hotel Stadt Freiburg
Breisacher Strasse 84, 79110 Freiburg
Room rate: € 124,29 plus VAT.
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Days & Times
3 days
Limited number of participants

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

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
16.11.2026
Live-Online
Details
Booking number: 32187
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Course
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Technical notes
We use various software to conduct our online events.
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Days & Times
3 days
Limited number of participants

Monday, 16.11.2026

09:00 am - 5:00 pm

Tuesday, 17.11.2026

09:00 am - 5:00 pm

Wednesday, 18.11.2026

08:30 am - 4:30 pm

01.03.2027
Live-Online
Details
Booking number: 32187
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Course
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Technical notes
We use various software to conduct our online events.
To the system check
Days & Times
3 days
Limited number of participants

Monday, 01.03.2027

09:00 am - 5:00 pm

Tuesday, 02.03.2027

09:00 am - 5:00 pm

Wednesday, 03.03.2027

08:30 am - 4:30 pm

Sufficient places are still free.
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Booking number: 9339
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Details
3 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.
Participants will be charged directly by the hotel for their hotel accommodation. You will find a reservation form for hotel bookings in your learning environment.
Booking number: 32187
€ 2.040,- plus VAT.
€ 2,427.60 incl. VAT.
Details
3 days
Limited number of participants
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