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You Win More When Both Sides Win 

Negotiating in Purchasing - Cooperative in the Long Term

A study on the topic of "Purchasing Excellence" shows global trends in purchasing and proves that the most successful purchasing departments operate on an equal footing with internal customers and suppliers. Especially in uncertain times, your own supply chain should be sustainably secured. Objective arguments and simple persuasion are often not enough when both negotiating partners are pursuing different goals and business interests. Your negotiating partners are committed managing directors, informed sales staff, and experienced salespeople, who are sometimes tough negotiators.
The prevailing negotiation style is not always determined by you as a buyer. At first glance, the success of procurement negotiations is measured by the "savings", but in the long term you have only negotiated well if the result is a mutually satisfactory cooperation. The Harvard concept ("Getting to Yes") is a globally proven strategy that will help you develop and consolidate your individual negotiation skills.

Contents of the Training

Special features of negotiating in purchasing
  • N.E.G.O.T.I.A.T.E. - the negotiation process
  • The two main negotiation styles: cooperative and competitive
  • The basics of negotiation tactics
  • Conducting price negotiations professionally
  • Dealing with monopolists and difficult negotiating partners
  • Defending against price increases with arguments
  • De-escalation and fending off sales tricks
Getting to know the Harvard concept and applying it in purchasing
  • Conducting tough, factual negotiations on the basis of a cooperative attitude
  • Treat people and problems separately
  • Focus on interests, not positions
  • Develop mutually beneficial solutions
  • Use neutral assessment criteria as the basis for a fair evaluation
  • Know the best alternative to the desired negotiation objective

Reflection and Application

  • Analysis of personal negotiation behavior
  • Rethinking and breaking new ground - using optimized negotiation strategies
  • Implementation sheet for everyday purchasing


  • Concrete negotiation situations from everyday purchasing scenarios are simulated and analyzed during training
  • Trainer input on negotiation theory
  • Intensive participant and trainer feedback


Do you have any questions? Please feel free to contact us!
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Book tips

For anyone wanting to deepen their knowledge, we recommend the specialist literature from C-TO-BE. Order directly from us now.

Virtual Negotiation. An Optimal Approach to Online Negotiations
Better Negotiating. The Training Book
Flexibel verhandeln. Die vier Fälle der NEGO-Strategie (German version)
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