Suppliers thoroughly train their salespeople in negotiation. Buyers usually learn the trade in the arena itself, and pay a learning fee that is literally included in the contracts.
This training builds that foundation right from day one: strategy, preparation, and psychology at the table. Day two is about practicing, practicing, practicing, with a training actor who makes things exactly as difficult as your real suppliers. You’ll stumble safely here, scoring points there.
Buyers, contract managers and category managers who regularly negotiate with suppliers, from annual contracts to contract renewals, and want to become more proficient in these processes.
Previous knowledge: purchasing experience; this is not a theoretical course but a skill training, so your own negotiation case studies are welcome.
The training is led by senior procurement consultants who negotiate for clients themselves [verify: final staffing], together with a professional training actor. The cases come from real negotiation rooms; the names have been changed, the tension hasn’t.
The honest answer: exactly then. The discomfort of practicing is a fraction of the discomfort of a real negotiation that fails. The group is small, the atmosphere is safe, and the feedback is constructive, and after round one almost everyone wants more.
Absolutely. Negotiations are also taking place extensively within the framework of tendering procedures: regarding contract terms, overtime, changes, and performance during the term of the contract. That is exactly what we are practicing.
60 minutes of intake + 5 working days of analysis + feedback. Free of charge and without obligation.
