Contents
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.
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
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!"
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Start dates and details
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.
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.