Description

The ability to negotiate purchases is essential to guarantee the economic prosperity of a company. It involves the ability to negotiate effectively and benefit from an advantageous price offer. In addition, negotiation ensures that the company purchases products or services adapted to its economic and qualitative needs.

Training in purchasing negotiation and purchasing tools allows professionals to strengthen their ability to negotiate effectively to achieve better results. Trainees will learn techniques for preparing and conducting negotiations, as well as proven communication techniques for structuring their sales pitch.

Who is this training for ?

For whom ?

Purchasing Managers, Buyers and Buyer Assistants and Suppliers.

Prerequisites

It is necessary to exercise a commercial activity to follow the purchase negotiation training and buyer tools.

Training objectives

Explain the difficulties encountered in carrying out purchases.

Acquire a method of approaching difficult negotiations.

Explain the negotiator skills of a purchasing actor.

Appropriate and implement methods of professional purchasing.

Training program

• Before the purchase: The concept of purchasing policy in a company, understanding the purchasing structure
  • - Identify the difficulties encountered in company purchasing
  • - Assimilate the principle of division into purchasing families
  • - Presentation of a strategic analysis method of the purchasing portfolio
  • - The definition of a purchasing policy in a company
• Mastery of complex tools within the framework of the purchasing concept
  • - The breakdown of purchasing prices, a step towards a structured strategy
  • - Using technologies to facilitate national and international purchases
  • - Conduct an evaluation visit from a supplier
• Knowing how to negotiate in a complex situation: purchase negotiation
  • - Identify the different purchasing negotiation strategies with a supplier
  • - Identify a maximum purchasing objective
  • - Capitalize on volume and frequency
  • - Determine your fallback solutions
  • - Review of the negotiator's skills
  • - Evaluate a negotiation strategy based on the context and the product or service
  • - Know how to negotiate on positions other than price
  • - Evaluate your skills as a purchase negotiator
  • - Focus on the strengths and weaknesses of your interlocutor
  • - Progress in the art of negotiate: identify tips and tricks to negotiate better
• Conducting your negotiation interview: the stages of a negotiation
  • - From preparation for the visit, prepare your interview by setting objectives
  • - Return to the fundamentals of questioning, listening and reformulation
  • - Give sense and rhythm to your interview, work on your negotiation
  • - Know how to respond to objections methodically and implement your techniques as a good negotiator
  • - Problem-solving methods and tools
  • - Commit your supplier to a common agreement, work on its closing and formalize the agreement