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Negotiation Strategies for Achieving Best Purchasing Value

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Negotiation Strategies for Achieving Best Purchasing Value


  • Interactive training course utilizing various methods and techniques such as role-playing, videos, exercises, group discussions, and surveys.

Course Objectives:

By the end of the course, participants will be able to:

  • Develop effective negotiation strategies to meet purchasing needs within the organization.
  • Apply these strategies to maximize purchasing value.
  • Explore appropriate negotiation methods for each situation or case.
  • Clarify how to deal with complex negotiation scenarios.
  • Identify strengths of both the supplier and the buyer.

Target Audience:

  • Purchasing management experts, buyers, business professionals, supervisors, and purchasing department managers.
  • All company employees involved in procurement responsibilities.

Program Content:

  • Preparation strategies.
  • Identifying buyer’s needs and requirements.
  • Understanding the buyer’s position.
  • Understanding the supplier’s position.
  • Number of suppliers in the market.
  • Economic analysis of the market.
  • Creating a pre-negotiation checklist.
  • Selecting a negotiation strategy.
  • Forming a procurement negotiation team.
  • Appropriate preparation and readiness.

Application of Negotiation Strategy:

  • Activating the purchasing plan.
  • Best timing for negotiation.
  • Timing as an important element in purchasing and negotiation processes.
  • The importance of information in purchasing and negotiation processes.
  • Other important elements in negotiation processes.
  • Best location for negotiation.
  • Understanding supplier expectations.
  • The 80/20 rule in negotiation.

Developing Negotiation Style:

  • Traits of a good negotiator.
  • Developing those traits for the buyer.
  • Effectively expressing your purchasing needs.
  • Familiarity with your purchasing products and goods.
  • Familiarity with the supplier’s services and products.
  • Active listening techniques.
  • Questioning techniques.
  • Creating the right list of questions.

Dealing with Complex Negotiation Processes:

  • Sole supplier source.
  • Sole supplier source alternatives.
  • Win/win vs. win/lose or lose/lose scenarios.
  • Backdoor purchasing tactics.
  • Intensifying emotions during negotiation.
  • Friendly suppliers.
  • Negotiation and ethical behaviors.

Preparing and Conducting Individual and Group Negotiations (Teams):

  • Role-playing.
  • Role-playing as the buyer.
  • Role-playing as the supplier.
  • Role-playing as the evaluator.
  • Supplier strengths.
  • Buyer strengths.
  • Understanding suppliers’ hidden techniques and tricks.

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