Negotiation Strategies for Better Purchasing Value

Date Format Fees  
13 Feb - 16 Feb, 2024 Classroom ₦250,000 Register
20 Aug - 23 Aug, 2024 Classroom ₦250,000 Register
13 Feb - 16 Feb, 2024 Classroom ₦250,000 Register

Event Details

- Develop effective negotiation strategies to meet the purchasing needs of the organization

- Implement those strategies to maximize purchasing value

- Discover the appropriate negotiation style for each situation

- Handle and deal with complex negotiation situations

- Understand supplier strong points and buyer strong points



Preparation Strategies

- Developing Buyer Needs and Requirements

- Forming the Purchasing Negotiation Team

- Understanding the Buyer/Supplier Position

- Supplier and Market Analysis

- Reducing the Supplier Portfolio to the Critical Few Elements

- Forming a Pre-Negotiation Checklist


Implementing the Strategy

- How to Make the Purchasing Plan Operational

- When to Negotiate?

- Where to Negotiate?

- Understanding Supplier Expectations


Developing A Negotiating Style

- Attributes of a Good Negotiator

- How the Buyer Can Develop Those Attributes

- Types of Questioning Styles

- Expressing Your Purchasing Needs Effectively

- Active Listening Techniques


Positions Of Strength

- Supplier Strong Points

- Buyer Strong Points

- Being Aware of Supplier Hidden Tactics


Dealing With Complex Negotiations

- Single Source Supplier

- Win/Win Meets Win/Lose

- Backdoor Buying

- Raging Emotions

- Friends as Suppliers


Preparing and conducting individual And team negotiations

- Practical Role Plays


FOR WHOM: Stores, Purchasing and Logistics Personnel in the Public and Private Sectors.


The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.

  • Venue

    Alpha Partners Professional Training Conference Centre. 200, Muritala Mohammed Way (3rd Floor), Yaba Lagos.

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