Negotiation for buyers – HYBRID

The Negotiation for Buyers course is aimed at strengthening negotiation skills with suppliers in order to achieve the best possible terms and at the same time maintain good and long-term relationships with suppliers.

The course will be conducted online. The working methods used in distance training programs are chosen in such a way as to ensure interactivity, adaptation of the content to the needs of the participants and practical transfer into practice.

    • To improve in negotiations with suppliers on terms of delivery and price so that the result meets the needs of the organization and creates prerequisites for long-term cooperation.
    • Develop skills and acquire procedures for negotiating with suppliers.
    • Learn to effectively use preparation for negotiations.
    • Learn to identify supplier sales tactics and how to respond to them properly.
    • Increase the persuasiveness of your argumentation during negotiations.
    • Learn to use negotiation evaluation for continuous improvement of negotiation skills.


  • The context of negotiation and the position of the negotiator, errors in negotiation
  • Specifics of buyer negotiation

Preparation for negotiation

  • Get facts, view from two sides, set goals
  • Analysis of the partner, sources of information about the partner and determination of strategy and tactics
  • Price analysis – research, price level on the market, quality/price ratio
  • What, apart from the price, has an impact on our costs and it is important to have it under control

The course of the negotiation and how to conduct the interview

  • Phases of negotiation, discussion, proposals, agreement, persuasion and argumentation
  • Objections during negotiations, price negotiation and working with objections why it can’t be cheaper
  • How to conduct a conversation and direction of negotiation


  • Argumentative situations, formulating arguments
  • Argumentation technique

Negotiation tactics and their management

  • Salami tactics, fait accompli, good man and bad man
  • Standard practice, a game with time
  • Handling manipulation

Evaluation of negotiation

  • Evaluate whether we have achieved our goals, evaluate the fulfillment of the agreement with a distance

Situations from the practice of buyers

Mapping and analysis of key situations, processing optimal procedures and negotiation strategies for given situations, role play – training of selected situations

Find out more

We will provide you with more detailed information about the price, possible dates and training schedule.

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