Practicing Negotiation Techniques

Language: Chinese

*please note that booking the event in your calendar does NOT mean that you are registered. You need to register first if you want to attend an event.


Learning Goals

Following this module, participants will be able to:

  • Define negotiation objectives, including different options.
  • Develop negotiation scenarios.
  • Built alternative solutions (BATNA) to avoid deadlock situations.
  • Organize their negotiation plan, taking into account their company constraints, the supplier’s expectations and the market situation.
  • Deliver the highest results possible, while maintaining long term relationship with suppliers.


Day 1

Method for preparing a negotiation

  • Introducing the check-list
  1. Outlining my objectives
  2. Evaluating the balance of power
  3. Analyzing the mutual interest in negotiating
  4. Defining my strategy.
  • Workshop: the suppliers’ strategies and tactics
  1. Elaborating my behavioral pattern
  2. Laying out my control panel.
  • Practical case study.

Day 2

Purchasing  Negotiation  best  practices  and behaviors

  • Presentation of the negotiation stages.
  • Stakes, objectives.
  • Best practices.
  • Negotiation behaviors.
  • Intercultural aspects.

Day 3

Real cases coaching

  • Workshops: each buyer gives a briefing about a real contemporary or future negotiation situation, and the problems it raises. The other participants and the trainer then help preparing the negotiation by applying the method.
  • The most sensitive cases will then be acted out, using the behavioral pattern, the steps of a buying negotiation, and the best practices for each step. The trainer will focus on the behavioral aspects.

Target Group

  • Buyers and internal customers who need to conduct or assist in commercial negotiations.


Methods and Tools

  • Pedagogical approach : Workshops, Case studies, Video training.
  • Tools : Behavioral Pattern, Negotiation Planner, Concessions / Counterparts Matrix.



Pleasefill the form and send your demand at: sh-training(@)



Share this page Share on FacebookShare on TwitterShare on Linkedin