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Objectives
 Understanding how purchasers proceed and learn how to adapt.
Specifically adapted to negotiation with tough purchasers.
Concerned people
Sales person and every person brought to work with purchasers
Duration
2 + 2 optional days.
Extra days enable to adjust the tools developed during the first stage and to perfect negotiation on harder situations. Possible to be individually coached.
Pedagogy
Especially adapted to negotiate with buyers
Lecture
Experience shared with the participants
Role-plays
Videos
Self-evaluation form
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Know-How acquired - Programme
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Tools to know their negotiation techniques and how to avoid them |
 The different types of purchases and purchasers
What are the buying strategies?
What are the different powers between purchaser and seller?
What are the different purchasers' types?
What are the typical purchase processes?
Public & Private purchase processes
The different Request For Proposal types
How purchasers build their demand (RFI +RFP)
How to influence a Request For Proposal?
How to get prepared before a negotiation with purchasers?
Negotiation characteristics
Learn how to build a winning strategy
How to manage a negotiation with tough purchasers?
Discovering your customer – Piches – 3 techniques to deal with objections – Protecting yourself – Concede with a compensation – Moving towards the final solution – Breaking-off scenarios: what to do if the situation is blocked.
Adapted communication techniques
Recognition of your interlocutor's personality
Price specific negotiation
Closing: Conclude the negotiation
6 possible techniques to facilitate a commitment – What to do after getting the agreement or in case of failure
The purchaser’s 12 commandments
Negotiation principles applied by the purchasers
The purchasers’ traps – How to avoid them
Devaluation
Threat
Emergency
Theatricals
Colombo effect
The Good guy and the Bad guy
Limited budget
Identical competition, etc.
How to deal with a disagreement?
Rephrasing tactics – Redefining tactics
Particuliar situations – Bad faith
Assertive attitude, etc.
OPTIONAL DAY(S) :
Principles : After some weeks or some months, the participants come back in order to consolidate their acquired knowledge.
They give feedback about tested-out on-field practices, about what went well and about possible remaining difficulties.
From this phase (1 to 2 hours), a specific perfectible points-related agenda is drawn up.
The following points can be fully or partly included in the agenda:
Feedback about some tools
Deeper negotiation plays
Methodology bringing-in and additional tools
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