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Buyer’s negotiation. Online.

Training objectives

Systemise the negotiation approach with suppliers
Strengthen effective implementation of the procurement strategy
Introduction of negotiation strategies alined with the SRM plan
Managing internal business partners during the negotiation process

Training benefits

Participant will learn how to analyse data and implement procurement strategy during negotiation

Standard process for preparation of the team and supervisor for negotiations. Common tools for determining: negotiation plan, ZOPA, MDO, LLA, BATNA ...

Strengthening the authority and professional image of the buyer

Strategiczne zarządzanie it

Training description

We invite you to a professional workshop for buyers based on the proprietary Eveneum Negotiation Compass® method!

Buyer's Negotiation is especially useful for buyers, category leaders, purchasing managers and directors who want to implement SRM into their negotiations. During the training we will carry out exercises tailored to both direct and indirect procurement.

The on-line program is divided according to our proprietary method of Eveneum Negotiation Compass® into following parts:

  • Bargaining
  • Concession trading
  • Relationship building

After the workshop, participants will know how to adapt their behavior to a specific supplier, who should be their support, how to manage the negotiation team and how to effectively use the time spent on preparation. Our techniques and tools will help in building up the authority and professional image of a buyer. Participants will understand an impact of the BackDoor Selling on their results.

Negotiations are a rather stressful process, both for the buyer and the supplier. Especially if negotiations are based on beliefs and oppinions, and less on data analysis and proper preparation.

We invite Buyers who believe that in their case something more than just a power play is needed to reach an agreement.

Agenda of the training:

  • 09:00 - 12:00
    • Eveneum Negotiation Compass® Kompas
    • Fairness in negotiation
  • 12:00 - 13:00
    • Off-line exercise
  • 13:00 - 17:00
    • Bargaining
    • Preparation for buyer's negotiation
    • ZOPA, MDO, LAA,
    • Silence & Time in negotiation
    • Application of the procurement strategy in negotiation
    • Concession trading tools and technics
    • Rules in negotiation
    • Dealing with deadlock
    • Personalities of negotiators

The consistent methodology of Eveneum negotiation workshops, developed through years of business practice in Poland, Europe and the USA allows participants to further develop their competences in in-class trainings and personal coaching available in Polish and English.


Szymon Tochowicz

Szymon Tochowicz

Head of procurement, aerospace engineer

Head of procurement, aerospace engineer with 18 years in strategic sourcing. Managed teams of strategic buyers and category managers at the regional and global levels. Responsible for the project “Why Purchasing?” promoting procurement as a function. In Eveneum he is involved in consulting projects and customized trainings. He is specialized in automotive, aerospace, defense and energy industries. Trainer at the European Institute of Purchasing Management and lecturer at the Jagiellonian University.

Buyer’s negotiation. Online.

Duration: 8 hours

Accessing through: Microsoft Teams

Start time: 9:00AM


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