Negotiations between the Purchaser and the Supplier: the achievement of the terms of cooperation

Instructor: Roman Romantzov

Advantages of the program: the author's material is developed based on practical experience of the coach and communication with the practitioners during the training, as well as analysis of the implementation of consulting projects.

The Target Audience:

  • Procurement directors
  • Heads of procurement departments
  • Purchasing Managers
  • Categorical managers
  • Employees of procurement departments

Training goals:

  • Determine the place of individual negotiations in the development of relations with the supplier
  • Train participants to conduct strategic negotiations to secure more profitable and long-term deals
  • Teach how to prepare negotiations and determine goals
  • Understand negotiation management techniques and goalkeeping
  • Develop tools for negotiating price / terms and bargaining
  • Develop means of contract negotiations
  • Find out methods for conducting pretentious negotiations if deadlines are not met, lack of supply, defects and other cases of breach of obligations
  • Learn how to write letters of different nature to the supplier
  • In practice, try yourself in different roles, master the planning and negotiation tools


Training Format:

  • 2 days from 10:00a.m. to 6 p.m.
  • Intensive Weekend
  • Individual Approach
  • Number of participants not more than 20 individuals

Cost of participation and discounts: 5 500 UAH

  • 5 % - 2 participants from 1 company;

  • 7 % - 3-5 participants from one company;

  • 10 % -students and program graduates of BSK

There are two types of services provided under the contract:

Educational services (amount without VAT)

Information and consulting services including VAT 20%

Participation Fee includes:

  • Author's handouts;
  • Administration and support of participants;
  • Registered certificates of participation;
  • Coffee break;



Duration: 2 days

Cooperation strategy Supplier-Purchaser


  • Types of collaboration strategies with the supplier
  • Determination of the main criteria for assessing the supplier (considering the requirements of ISO-9001)
  • Planning the development of relationships with the supplier
  • What are the talks and why they are needed
  • What is successful negotiation


Planning and organizing the negotiation process


  • Define the goals and strategy of the negotiations
  • Structure and main stages of negotiation planning
  • Develop a strategy for negotiating and achieving a goal, considering the strengths of your company
  • Models of negotiations and their application in the negotiation process
  • Typical mistakes during negotiations


Negotiations Process: Preparation


  • Collecting the necessary information for the supplier about the negotiations
  • Draw up a list of requirements for the supplier
  • Preparation of a list of concessions we are ready to go, their analysis and ranking
  • Creating an effective algorithm for gathering the necessary information
  • Preparation of organizational moments




  • The role of the parliamentarian in the negotiation process
  • Personal style of conversations
  • Basic colors of the negotiations
  • "Red" style of negotiation in the field of procurement
  • Behavioral Strategies in the Negotiating with Suppliers
  • Stages of negotiations and the results of each stage
  • Identify supplier expectations and match interests
  • Development of active listening skills
  • Discussing business conditions: prices, terms and conditions of delivery
  • Criteria for evaluating the achieved agreements;
  • Understanding of the mechanism of supply control and interaction under the agreement
  • Design and record the results achieved in the negotiations and fix the supplier's responsibility


Manipulation and objections


  • Non-constructive behavior
  • Predatory and effective behavior during negotiations
  • Possible salesman manipulation. Methods of their detection and neutralization
  • Purchaser's position in the negotiations from the Seller's point of view
  • Buyer pressure on the part of the Supplier
  • Influence and pressure in business negotiations


Claims and Written Communications


  • How to correctly file a claim
  • Constructive criticism
  • Letter - consent, letter - claim
  • How to report bad news
  • Constructive apology. Letter - Refusal



Participant’s Feedback

Methods of training:

  • Practical exercises and business games to train the skills of finding and managing suppliers
  • Analysis and feedback on practical exercises