The 5 steps of purchasing process : define business needs, develop procurement strategy, evaluate and select suppliers,
Identify the business requirement : standard or specific procurement, strategic purchases… and the consequences on negot
2
Fundamentals on purchasing negotiation
Presentation of the negotiations steps
Stakes and targets
The different actors and their relationships
The main families of strategies
Exercise
Each participant gives a briefing about a real negotiating situation. The other participants and the trainer help preparing the session.
3
Method for successful negotiations
Check list for preparation : What is a stake?, Outline and prioritize objectives, Evaluate the balance of power, Analyse
• Lead and manage the negotiation
Order of presentation of clauses
Understand the communication process: verbal and
Close the deal : Moments and signs to conclude, Formalize an agreement, Open to the future
Case study
Different cases will be prepared with the methodology and tools discovered and performed. During the debriefing session, the trainer will focus en behavioral aspects
4
Identify your personal communication profile for better negotiations
The different types of negotiators, Identify your own style
Identify your personal communication profile: DISC assessment, VAK model
Adapt your communication to the suppliers’ profiles
Develop assertive behaviour
Exercise
Behavioral pattern to discover personal communication profile
Customer reviews
4,5 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed. (Translated by Deepl)
ADRIANA D.
11/12/25
4 / 5
Satisfaction globale de la formation et du contenu
CÉDRIC B.
11/12/25
5 / 5
Une formation très évolutive avec un un très bon équilibre entre théorie et pratique. De très bonnes explications et présentation des différents outils à utiliser.
STÉPHANE B.
11/12/25
5 / 5
2 journées très enrichissantes, qui à défaut de faire de moi un expert en négociation, me donnent une meilleure compréhension très concrète des facteurs clefs d’une négociation réussie (bien préparée, bien menée, bien concluse).
JESSICA B.
11/12/25
5 / 5
plein de cas concrets permettant de mieux comprendre une situation
BASTIEN D.
11/12/25
5 / 5
Idée d’améliorationQuestions interactives avec un Kahout
PIERRE K.
04/12/25
5 / 5
Très bonne formation avec beaucoup de mises en situation.
AURÉLIE B.
04/12/25
5 / 5
Très ludique et interactif, très bons échanges
JAVIER P.
04/12/25
5 / 5
J’ai bien aimé la formation, le rythme et le déroulement.
TESELONIKA H.
04/12/25
5 / 5
La formatrice était très intéressante et a su rendre le module interactif et ludique. J’ai beaucoup apprécié cette formation.
CAROLE A.
04/12/25
5 / 5
Excellente formatrice.Une méthode participative, interactive, de proximité.
FRÉDÉRIC L.
02/10/25
4 / 5
A good course which explains the constraints of a negotiation and gives us ideas on how to improve our exchanges.
NICOLAS S.
02/10/25
4 / 5
Our role as works supervisor was sometimes a little far removed from the theoretical part of the course, as my personal knowledge didn't allow me to follow each part correctly. On the other hand, the exercises were very good and enabled us to understand certain theoretical points very well.
KENZA G.
02/10/25
5 / 5
Content rich in tools and terminology
ADRIEN M.
02/10/25
5 / 5
I was very pleased with the practical cases that were put forward and with the presentation.
NICOLAS P.
02/10/25
4 / 5
There was a good balance between theory and practice, and the role-playing was very rewarding.
MÉLANIE H.
02/10/25
5 / 5
Interesting and lively course
ROXANE O.
02/10/25
5 / 5
Very interesting case studies, highly educational cross-case scenarios. Good feedback on experiences (theoretical, photos and youtubes...)
VIRGINIE M.
02/10/25
5 / 5
Enriching training, with lots of tools to assimilate. The practical case studies after lunch are very useful in helping you to avoid burnout. The trainer was kind and attentive.
TALLAL B.
02/10/25
5 / 5
Top training
PIERRE L.
25/09/25
5 / 5
I would like to express my great satisfaction with the training course on purchasing negotiation. The content was particularly relevant and directly applicable to my job. I acquired concrete methods and tools that will enable me to significantly optimise our future negotiations and ensure better purchasing conditions. The trainer's expertise was remarkable.
NINA J.
25/09/25
5 / 5
A trainer who listens and teaches, with enriching content.
JOUVANCOURT DE CHANNES EMMANUELLE D.
21/08/25
5 / 5
Very relevant and rewarding training.
CELINE M.
21/08/25
5 / 5
clear and concise
ZHOU JIE G.
21/08/25
5 / 5
enriching, constructive training, very useful for me!
FLORIAN B.
21/08/25
4 / 5
The trainer, Joaquina, was very good. In my opinion, there was a bit too much theory and buying techniques covered in this course. Some of the topics covered don't really concern our core business, but the overall content could help us in the future.
LORETTE S.
21/08/25
4 / 5
A little too much theory for my taste, but it has to be adapted to a majority of professions, so it remains coherent.
MAXIME G.
21/08/25
3 / 5
I found that this training was not adapted to our job as works managers.
LOUIS C.
12/06/25
5 / 5
Good support and a very good speaker. Just needs a few more practical exercises
FLORENCE G.
12/06/25
4 / 5
Correct content. Dynamic trainer. The trainees have quite different profiles, but this enables them to see purchasing from different angles.
LAËTITIA P.
12/06/25
5 / 5
Very clear content and effective explanations with many examples
ALEXIS B.
12/06/25
5 / 5
Lots of practice and a bit of theory, very good.
YANN D.
12/06/25
5 / 5
Superb training - very friendly staff and trainer
OLIVIA C.
06/03/25
5 / 5
Very interesting and interactive
MARGAUX S.
06/03/25
5 / 5
Delighted with the teaching I received
JEAN-PHILIPPE V.
06/03/25
5 / 5
Very interesting course on buyer positioning
VALENTIN P.
06/03/25
5 / 5
Very satisfied overall
JULIE T.
06/03/25
4 / 5
Very pleasant and useful training.
MATHIEU B.
06/03/25
5 / 5
Very rewarding content and exercises tailored to individual needs. A job well done!
FRANÇOISE C.
06/03/25
4 / 5
Comprehensive approach to trading
FRANÇOIS-RÉGIS A.
06/03/25
5 / 5
Very good content, with a good balance between theory and practice. An extra day to extend the exercises would have been useful.
TONIA B.
06/03/25
5 / 5
Very satisfied.
FRÉDÉRIC G.
06/03/25
5 / 5
Very good course, which gives a good understanding of the issues and the purchasing strategy Relevant situational exercises and well-done course materials Professional and pleasant trainer, which creates a pleasant atmosphere
SOPHIE C.
06/03/25
5 / 5
Very good training in a good atmosphere corresponding to my expectations (tools to be set up, posture, comprehension of the mechanics of the negotiation)Rich training ==> Remain to integrate everything well and to put into practice
2d
- 14h00 
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