Negotiation Skills for Puchasing

BME Akademie GmbH
In Hamburg und Oberursel

zzgl. MwSt.

Wichtige informationen


You understand and practice the negotiation process and develop or improve important negotiating skills that will enable you to negotiate with more confidence.

Wichtige informationen Veranstaltungsort(e)

Wo und wann

Beginn Lage Uhrzeiten
14.November 2016
Neuer Steinweg 26, 20459, Hessen, Deutschland
Plan ansehen
1. Tag: 09.30 – 17.00 Uhr, 2. Tag: 08.30 – 16.30 Uhr
18.September 2017
Stresemannstraße 363, Hessen, Deutschland
Plan ansehen
1. Tag: 09.30 - 17.00 Uhr 2. Tag: 08.30 - 16.30 Uhr
27.April 2017
Zimmersmuehlenweg 35, 61440, Hessen, Deutschland
Plan ansehen
1. Tag: 09.30 - 17.00 Uhr 2. Tag: 08.30 - 16.30 Uhr

Häufig gestellte Fragen

· Welche Ziele werden in diesem Kurs verfolgt?

In this course you practice skills, techniques and tools you need to improve your negotiation skills for purchasing

· An wen richtet sich dieser Kurs?

(Newly appointed) buyers, purchasing/procurement officers as well as executives in materials Management and logistics functions negotiating with suppliers

· Worin unterscheidet sich dieser Kurs von anderen?

Short presentations, grup sessions, exercises, videotaped role plays - the best methods to improve your negotiation skills

· Welche Schritte folgen nach der Informationsanfrage?

werden wir uns mit Ihnen in Kontakt setzen. Gerne schicken wir Ihnen weitere Informationen zu diesem Seminar zu.

Was lernen Sie in diesem Kurs?



Benedikt Elles
Benedikt Elles
Einkauf, Beschaffung, Materialwirtschaft


Negotiation in the Purchasing Process
• What is negotiating?
• How to communicate properly in negotiations
• Active listening as a key part of communication

First Things First: Planning and Preparing Your Negotiation
• Establishing negotiation targets and objectives
• Identifying important facts about your supplier
• How to use a preparation checklist
• The art of successful negotiation: What leads to success or failure?

Fundamental Steps in the Negotiation Process
• Opening moves: how to start
• Body language
• Using the right questioning techniques
• Opening offers and counteroffers
• Offer submission: active listening
• Successful price negotiations
• The follow-up of a negotiation

Employing Effective Negotiation Techniques
• Improving preparatory skills
• How to be more precise during the negotiation
• Questioning techniques
• Giving and taking
• Argumentation techniques
• Summarizing the results

Useful Arguments
• The value proposition for buyers and suppliers
• Neutralizing objectives presented by the counterpart
• Dealing with objections/pretexts
• Dealing with “dead-end situations“

The Win-Win-Approach: Requirements and Process
• Benefits of the win-win-approach
• Mutual success: seeking common ground
• Developing different options
• Preparing the negotiation process
• Determining the supplier’s motives, objectives and constraints
• Building trust
• Showing flexibility