Academy of Buying Negotiations

Objective

To prepare participants to independently run processes, achieve targets and KPIs set for the purchasing department.

Expected results

  • Employees carry out procurement analyses on their own, prepare negotiation strategies and conduct highly effective negotiations while building good relations with suppliers.

  • Team members level up to the best. The purchasing team shares best practices and develops ways of working that save time and effort for all team members.

  • The team easily meets KPIs and negotiation targets, delivers the organisation’s expected good quality solutions and thrives on monopoly type challenges.

  • The purchasing procedure takes a predictable amount of time.

Additional values

  • The organisation has a reputation as a demanding buyer, but one that you want to work with. The company’s buyers become authorities in their industry.

  • Participants know how to use their natural talents to work as a buyer, which supports intrinsic motivation and prevents burnout.

  • Trust within the purchasing team is increased.

  • Employee retention in the purchasing team is increasing.

Do you need your team to achieve similar results? Make an appointment for a free consultation and I can help you.

MAKE AN APPOINTMENT

Competencies developed during
the Academy of Buying Negotiations*

* selected issues are presented.

Attitude formation
(buyer mindset)

  • Company objectives and the role of members of the purchasing department

  • Procurement department objectives

  • Generating savings or reducing costs?

  • Buyers’ needs and objectives in buying negotiations

  • Needs and objectives of bidders

  • Working with a goal

  • Responsibility for meeting the needs in trade and negotiation

  • Motivation to achieve company and own goals

  • The art of demand

  • The art of defending one’s position

  • Assertiveness and empathy

Buyer’s know-how

  • Business case analysis versus negotiation strategy

  • Analysis of the suitability of the offer

  • Financial tools at the buyer’s disposal: XaaS, leasing, renting, outsourcing

  • Total cost of ownership

  • Warehouse options at the buyer’s disposal

  • Business relationship and negotiation strategy

  • The roles of ZOPA and BATNA in the negotiator’s workshop

  • Strategy for achieving the category result

  • Cooperation with the end user (commodity team)

  • Sourcing, market analysis

Negotiations

  • Emotional intelligence in negotiations

  • Working with stress

  • Negotiation awareness – emotions, ego, techniques, goals, dark side of power

  • Exerting influence – mechanism of action

  • Negotiation techniques of the buying and the selling side

  • Emotions and ego in negotiations

  • Controlling emotions on both sides of the table

  • Time pressure and quality of results

  • Communication that does not escalate conflict

  • Empathy in buying negotiations

  • The role of needs in negotiation, their communication and enforcement

  • Reaching out to what is not said

  • Feedback

  • Real negotiations start with NO

  • Attitude, position, conditions, context and outcome of negotiations

  • Who makes the decisions in negotiations: emotions, beliefs, values or the negotiator?

Academy programme

The programme of the Buying Negotiation Academy is arranged with the client.
The academy includes a minimum of 2 diagnostic and training cycles.
Meetings are conducted remotely and on-site, in Polish and English.
My clients report no difference in the effect of remote and onsite training.

Do you need your team to achieve similar results? Make an appointment for a free consultation and I can help you.

MAKE AN APPOINTMENT

The following activities are part of the Buying Negotiation Academy:

  • analysis of the leader’s needs in terms of competence development of the team

  • analysis of competency levels and mapping of competency objectives of team members

  • training

  • group and individual coaching

Assumptions for the training process

When delivering training to merchants, I am guided by the following principles

Buying is action, not theory. Participants are put in business realities where they lead the buying process from analysis and goal setting to contract completion. Theory is a small part of the Buying Negotiation Academy.

The main objective of the training is to develop the buyer’s independence in achieving her/his objectives and thus to teach him/her to think cr atively and target- oriented. Therefore, simulations reproduce company experiences and place
participants in artificial, completely new business conditions.

An important aim of the training is to instil in participants the habit of using their natural potential when negotiating and building relationships with business partners, so that their energy is directed towards achieving a goal and not on role-playing.

 My school of negotiation anchors in non-violent communication, the essence of which is needs analysis, empathy and the associated attentiveness to emotions. This last element makes BNA a personal development workshop.

Kamila Jakubowska
Polish Academy of Negotiation
and Business Communication
+48 691 483 118
kamila.jakubowska@panikb.eu

The Academy of Buying Negotiations is conducted by
Kamila Jakubowska

Negotiation and procurement expert. B2B sales strategy consultant. Negotiation trainer, buying strategist, business mentor.

Since 2017, she has taught sales and purchasing teams to analyse the needs and objectives of the organisation, communicate accurately and achieve the best achievable business goals. She supports entrepreneurial women in developing their business
competences. Her negotiation tools and analytical methods are anchored in NVC – non-violent communication. She supports the Less and Zero waste trend in business.

Leader of the Polish Academy of Negotiation and Business Communication. She has been working in international companies from the manufacturing and retail sectors: Cemex, Metro, Saint-Gobain, where she worked as a buyer for 16 years.

I invite you to find out what the participants of my training courses think at
https://www.linkedin.com/in/kamila-radwanska/

Polish Academy of Negotiation
and Business Communication

ul. Puławska 12 lok. 3
02-566 Warszawa
NIP: 5251973056

kontakt@panikb.eu

+48 691 483 118

„As human beings, we are not problems waiting to be solved, but potential waiting to unfold.”

Frederic Laloux , REINVENTING ORGANIZATIONS