Buyer's negotiations
Training objectives
Key benefits of training
We support buyers facing challenges such as price negotiations, extending payment terms, supply shortages, or even persuading a supplier to initiate cooperation
We practice using real business cases tailored to both direct and indirect procurement, as well as individual and team based negotiations. The result is an immediate increase in both individual and team effectiveness
We introduce techniques to negotiate effectively with monopolies and in situations of price increases. We impart tools to facilitate data analysis, preparation and effective negotiation in local and international environments
Description of training
Buyer's negotiations is a workshop based on a proprietary method Eveneum® Negotiation Compass. The programme is designed for buyers who want to negotiate more effectively and in a more structured way. Regardless of time pressures, supplier strength or the complexity of the business relationship.
The training is delivered in a format Experiential Learning. Participants work on realistic business scenarios, analyse decisions and test different approaches in a secure workshop environment. In this way, the tools and techniques can be immediately transferred to everyday work with suppliers.
Negotiations often generate stress, particularly when they rely on intuition, entrenched assumptions, or power pressure rather than solid data analysis and thorough preparation. The program helps replace reactive behavior and improvisation with a deliberate strategy and a structured negotiation process.
Each participant receives „Handbook of the Effective Negotiator - 2nd Edition”.” and practical Toolbox with Negotiation Planner, which divides into stages the preparation for a negotiation into eight successive steps. These tools can also be used and adapted to your own needs after the training.
Workshop Buyer's negotiations is recommended for buyers, category managers, managers, purchasing directors and anyone who works with suppliers. The programme helps to structure the approach to suppliers, strengthen the enforcement of the procurement strategy and develop negotiation strategies tailored to the type of relationship ranging from from typically transactional to long-term partnerships. Exercises and analysis cover both direct, as well as indirect procurement, so that each participant takes away valuable experience and new skills from the training.
The training is particularly valuable for buyers operating in an international environment. We introduce tools and techniques for successful negotiation even when there is a discomfort with communicating in a foreign language, cultural differences and power disparities.
Eveneum's coherent methodology, developed on the basis of many years of business experience and the delivery of training courses in Poland, Europe, Asia and North America, enables participants to further develop their negotiating competencies in an structured manner, with programmes such as Strategic Procurement Category Management and Negotiation Coaching.
Key Programme Topics
A proprietary negotiation methodology enabling effective performance in four typical scenarios: Bargaining, Concession Exchange, Relationship Building, and Value Creation. The program also addresses Fair Play in negotiations, internal negotiations, and defense against manipulation. We introduce and test practical techniques proven to work in each of these contexts, empowering participants to conduct negotiations on their own terms.
Eveneum Negotiation Planner, an eight-stage process for structured negotiation preparation. Conducting negotiations based on data rather than emotions. In-depth analysis of BATNA, ZOPA, LAA, and MDO. Proactive actions that help take control and set your own negotiation scenario. Leveraging AI tools to enhance negotiation preparation and options. Effective and impactful opening and closing of negotiation meetings.
Conducting effective negotiations when a face-to-face meeting is not possible. Email, telephone and video conferencing as effective negotiation tools. Using Copilot, ChatGPT, Gemini AI to write negotiation emails.
Techniques to strenghten the buyer's authority. The role of the manager during negotiations. Cooperation in the negotiation team. Dealing with a monopolist and negotiating cost increases. Use of procurement strategy in negotiations. Principles of influence and positive reinforcement as negotiation techniques.
MSUES 2.0 certification.
FAQ
When purchasing through our online shop, please provide your TAX ID (VAT) number and company name. We will issue the invoice on the day the payment is entered into our system.
Our pricing policy provides discounts for group registrations of a minimum of 4 people. Please contact us directly if you would like to register 4 or more participants for a training course.
The final choice of location depends on the geographical mix of registered participants. Most often, the final location is announced 30 days before the open training date.
20 years' experience in strategic procurement, with 11 years leading consultancy and training projects, 80% of which are developed for specific client requirements. During his career, he has managed teams of direct and indirect buyers at national, European and global level. At Eveneum, he specialises in negotiating training projects and building long-term strategies for clients' cooperation with suppliers. In the area of consulting, he supports customers in optimising processes and preparing the procurement organisation for increasing responsibilities and duties. Ex-lecturer at the European Institute of Purchasing Management in France.
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