Negotiation training for purchasers

In this training, you’ll learn how to develop a clear and well-thought-out strategy. This involves clearly defining your own goals, analyzing the current situation, and gaining a better understanding of the other side’s interests. You’ll learn how to use this information to develop a structured approach, so that you can start every negotiation with a clear plan and act with greater confidence.

In this training, you’ll learn about different negotiation styles—such as a more assertive or a softer, cooperative approach—and discover when each style is appropriate. You’ll also receive an introduction to the Harvard Method, which shows you how to negotiate in a fact-based and solution-focused manner. Using the DISG model, you’ll learn to recognize different personality types and understand how to adapt your communication and behavior to each conversation partner. This will enable you to conduct negotiations in a way that’s tailored to each personality type, clearly structured, and significantly more effective overall.

During the training, you’ll learn methods for clearly structuring and effectively managing negotiations. The curriculum covers the fundamentals of conversation and negotiation skills, the structured use of questioning techniques, as well as effective argumentation and handling objections. You’ll also learn about the typical phases of a negotiation and discover how to professionally open a conversation, clearly present your position, and guide the process toward your goals. All of this will help you win over your counterpart while consistently working toward your objectives.

In this training, you’ll learn how to confidently handle challenging conversations. This includes dealing with emotions professionally and actively managing conflicts. You will learn how to recognize aggressive behavior and attacks early on, assess them correctly, and effectively defend against them. You will also learn how to confidently identify unfair negotiation tactics, manipulative tricks, and the deliberate use of power, and how to respond appropriately. These skills will help you remain clear-headed, calm, and capable of taking action even in difficult moments.

You can immediately apply how to prepare negotiations in a structured manner, conduct conversations confidently, and use your arguments clearly. You will receive tried-and-tested techniques, checklists, and practical exercises that you can use directly in real negotiations. In addition, you will learn effective phrasing, powerful questioning techniques, and concrete methods for confidently handling objections, which you can immediately apply in your next supplier meetings.