Course : Manage and win tough purchasing negotiations

Practical course - 2d - 14h00 - Ref. AEP
Price : 1590 CHF E.T.

Manage and win tough purchasing negotiations






INTER
IN-HOUSE
CUSTOM

Practical course in person or remote class
Available in English on request

Ref. AEP
  2d - 14h00
1590 CHF E.T.







Course schedule

1
The key stages of purchasing negotiations

  • Organising the negotiation process: the 4 C principles
  • Stakes and targets
  • Sources of power in negotiation
  • Key success factors in negotiation: preparation, analysis, behaviour
  • Negotiation matrix
Exercise
Different negotiation scenarios are prepared and simulated. After the simulation, the trainer provides feedback both on strategy and behavioural aspects.

2
Techniques for managing tough negotiations

  • Select the appropriate strategy
  • Concentrate on interests rather than positions
  • Tools to unlock a difficult negotiation
  • Focus your arguments with “ACES”
  • Cross the “CREEK”
  • Work on mental preparation
Exercise
Different negotiation scenarios are prepared and simulated. After the simulation, the trainer provides feedback both on strategy and behavioural aspects

3
Managing conflict situations

  • Understand the causes of conflict
  • Adapt your negotiation style to the counterpart
  • Manage emotions and stress
  • Techniques for reducing tension and promoting agreement
Role-playing
A conflict negotiation scenario is prepared and simulated. After the simulation, the trainer provides feedback focusing on behavioural aspects.

4
Identify the profile of negotiators

  • The skills to lead a negotiation
  • Be aware of the impact of cultural dimension: explicit and implicit communication styles, task orientation versus relati
  • Develop flexibility and assertiveness
  • Use your personal negotiation power
Exercise
Behavioural pattern to discover negotiation profile. Diagnosis on assertiveness

5
Team negotiations

  • Define goals and interests
  • Understand the importance of perception in negotiation
  • Define the roles
  • Define the rules of negotiation
  • Avoid common mistakes
  • Elaborate the action plan
  • Establish the reporting
Role-playing
Participants will prepare and simulate a negotiation in an intercultural context. The trainer will provide debriefing focusing on behavioural and intercultural aspects.

6
Assess the negotiations

  • Indicia of successful negotiations
  • Post-negotiation assessment
  • Personal excellence progress


Customer reviews
4,7 / 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.
YACINE O.
04/12/25
3 / 5

I've already been trained on this subject and in the end I didn't learn much.
CAMILLE T.
27/11/25
5 / 5

Very good
ELISABETH L.
27/11/25
5 / 5

Very comprehensive.



Publication date : 02/13/2024


Dates and locations

Last places available
Guaranteed date, in person or remotely
Guaranteed session
From 15 to 16 June 2026 *
FR
Remote class
Registration
From 28 to 29 September 2026
FR
Remote class
Registration
From 28 to 29 September 2026
EN
Remote class
Registration
From 7 to 8 December 2026
FR
Remote class
Registration
From 7 to 8 December 2026
EN
Remote class
Registration

REMOTE CLASS
2026 : 15 June, 28 Sep., 28 Sep., 7 Dec., 7 Dec.