Negotiation training for buyers

An identified savings opportunity alone does not guarantee cost reduction. To realize defined potentials, buyers usually need the competence to conduct negotiations with suppliers professionally.

Modular structure of the training

In our modules for negotiation training, buyers learn how to prepare negotiations professionally select and apply negotiation roles and tactics consciously and correctly, counter the strategies of the sellers and how negotiation results subsequently serve the decision-making process.

All training materials are prepared ready-to-use in thedaily practice of the participants. In our seminars, participants are given the opportunity to develop existing expertise and knowledge further. This gives them the impetus to make lasting changes in their behaviour and to achieve measurable improvements in procurement practice.

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Focus Hard Skills & Soft Skills

In our highly interactive negotiation training, we focus on two core areas: Professional and methodological competence (hard skills) on the one hand, and behavioral patterns and personality profiles (soft skills) on the other.

Among others, we work with the following methods:

The Harvard concept is strictly oriented towards the factual level and aims to create a win-win situation for the negotiating partners. The emotionalization of the negotiations is avoided by creating a fundamental understanding of the position of the opposite party through mutual disclosure of expectations and factual orientation. There is neither room for tricks or bamboozle nor for giving way in contrary to own interests.

The BATNA analysis (“Best Alternative To a Negotiated Agreement”) is used to prepare negotiations to develop realistic positions and determine alternative options. This is where the supplier market and benchmark researches help.


In the ZOPA analysis, a clearly defined negotiating framework is established (“Zone of Possible Agreement”). Here, each negotiating party sets a result framework within which a mutual conclusion is acceptable in advance. The negotiating parties can only come to an agreement if there is an overlap.

Interactive role-plays & case studies

Competence in methods is the basis for successful negotiations. To achieve outstanding results, however, buyers also need soft skills. Here we work with interactive role-plays and case studies from our project experience to train

  • Assignment of roles to negotiation participants
  • Body language and what it conveys
  • Analysis of personality profiles and alignment of communication based on these
  • Remote negotiations: Telephone and video negotiations

Our experts in the field of negotiation

Jan-Christoph Kischkewitz

System Leader GA&S & Managing Director Contact

Frank Albrecht

Principal Contact

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