FOCUSING

SETTING THE MINDSET OF THE PURCHASER
• how to effectively negotiate prices and conditions
• quality, service, value - the purchaser's ability to assess the optimal option for the company
• distinguishing a serious partner from others (revealing the tricks of sellers) and the importance of market research
• the importance of a positive attitude of the purchaser - looking for partners instead of enemies

CHOICE OF STRATEGY AND TACTICS
• strategies and tricks of professional purchasing
• choice of strategy depending on the market position of the supplier (big player, market leader, monopoly, oligopoly, small, ...) and the type of market (new, old, regional, ...)
• improving prices and conditions without loss of supplier performance
• special questioning techniques and active listening method for purchasers
• how to separate positions and interests
• how to succinctly formulate your ideas
• choice of the most effective method of negotiation (personal, phone, written - email)

PROCESS OF NEGOTIATION
• how to successfully manage the course of negotiations, react to attacks, remain stable professionally and emotionally
• how your thinking and attitudes affect the course of action
• the importance of preparation, planning and setting intentions
• how to determine a positive atmosphere during negotiations
• how to use questions correctly
• how to respond to excuses
• presentation and work in groups
• practice of negotiation depending on the position on the market (monopoly, market leader, follower, ...)