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Procurement: Negotiating for maximum impact.

Procurement: Negotiating for maximum impact.

Although most people tend to spend only a small portion of their time negotiating, the results of those negotiations are often crucial to their own success and the success of the organization.

With a deep background in Procurement and Sales negotiations, our trainers will guide you through a structured negotiation process, enriched with real-world examples and interactive exercises.

After completing our course, you’ll be equipped to effectively navigate any negotiation toward a successful outcome.


Target group Target group

Procurement professionals

When When
June 19-20
Duration Duration

09:00 - 17:30

Where Where


Max. participants Max. participants


Cost Cost

€1.500 ex VAT

Includes group lunches, refreshments, a hard-copy training booklet and a set of digital training tools.

Includes group lunches, refreshments, a hard-copy training booklet and a set of digital training tools.


June 19

June 19

09.00 - 10.00: Value creation.

Opportunities to 'increase the size of the pie' are oftentimes overlooked by negotiators. Instead of entrenching themselves in their positions, effective negotiators take the time to explore what really matters to their counterpart. This not only opens the door to creative problem-solving but also often leads to outcomes that are more satisfying for all parties involved.

10.00 - 14.00: Information management.

Knowledge is power. One piece of information can make or break your negotiation. We discuss various tools such as questioning techniques, tactical empathy, perspective-taking, personality profiling and stakeholder management to help you gain an information advantage.

14.00 -17.30: Analysis

Don’t bring a knife to a gunfight. Our 'power matrix' ensures you never overplay or underplay your negotiation power. We delve deep into negotiation tradeables, focusing on their relative value and defining starting, fallback, and walk-away positions—essential for setting a clear negotiation mandate and targets.

June 20

June 20

09.00 - 12.00: Storyline

Crafting a compelling negotiation narrative can dramatically enhance your outcomes. We delve into the art of leveraging biases and strategic message framing, preparing robust counter-arguments, and assembling an effective negotiation team to ensure you're poised for success.

13.00 - 14.30: The negotiation

What sets skilled negotiators apart from the average? We explore the key behaviors, mindsets, and techniques that empower you to approach every negotiation with confidence, ensuring you present your strongest self at the bargaining table.

14.30 - 17.30: Auctions

We delve into the most well-known types of auctions and discuss which mechanism suits each context. For example, did you know that a (reverse) Dutch auction is a very poor idea when the quotes from providers show approximately the same price level?

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