采购谈判策略与议价技巧 Procurement Negotiation Strategies and Bargaining Skills

课程名称/Course：采购谈判策略与议价技巧/ Procurement Negotiation Strategies and Bargaining Skills

时长/Duration: 2 days

语言/Language: CN

 

课程介绍

在全球化和市场竞争日益激烈的今天，采购谈判已成为企业实现成本控制、提高供应链效率和增强市场竞争力的关键环节。有效的谈判不仅能帮助公司获得更有利的合同条款，还能帮助建立长期合作的集成供应商/策略供应商的关系。本课程旨在帮助学员掌握高效的谈判技巧，提高采购效能、节省成本、规避采购风险，进而提高企业竞争力。

 

目标学员

采购经理，采购管理决策层，采购共享中心管理团队，供应链经理。

 

授课形式

课堂讲授、案例分析、分组讨论、学员练习。

 

课程目标

通过本课程，学员将能够：

• 全面了解采购谈判策略与议价技巧的内容及应用

• 掌握采购谈判策略管理与议价技巧，并能在实践中有效实施

• 明析采购谈判策略与议价技巧的关键节点，能有效规避和解决现行实务应用问题

• 结合企业业务特点，能举一反三地持续优化业务、提高创新能力

 

课程大纲

• 采购谈判概述

◦ 采购谈判理念解析

– 什么是采购谈判？

– 采购谈判的类型

– 双赢的采购谈判理念及意义

◦ 案例分析：双赢的采购谈判是否真实存在？

◦ 采购谈判流程解读

– 充分准备、知己知彼

– 策略布局、运筹帷幄

– 良好开局、摸清底牌

– 技巧博弈、进退有度

– 灵活收尾、留有余地

– 及时复盘、总结经验

◦ 案例分析：如何用销售的思维去做采购？

• 采购谈判策略

◦ 谈判策略概述

◦ 谈判策略解析

– 确定谈判理念

– 有效谈判的筹码

– 谈判参与者分析

– 组建谈判团队

– 谈判议题的布局技巧

– 创造谈判环境

• 采购议价技巧

◦ 议价技巧概述

◦ 议价技巧解析

– 先折中者，先折

– 以先行让步倒逼对方快速让步

– 巧用“钳子策略”

– 巧妙诱出“决定权”

◦ 练习：基于以上谈判和议价技巧的实操练习

Course Introduction

In today’s globalized and highly competitive market, procurement negotiation has become a critical factor for businesses to control costs, improve supply chain efficiency, and strengthen market competitiveness. Effective negotiations not only secure better contract terms but also foster long-term partnerships with integrated or strategic suppliers. This course equips participants with advanced negotiation skills to enhance procurement effectiveness, reduce costs, mitigate risks, and ultimately boost corporate competitiveness.

 

Target Audience

Procurement managers, procurement management decision-makers, procurement shared center management teams, supply chain managers.

 

Teaching method

Lecture, case study, group discussion, student exercise

 

Course Objectives

After completing this course, students will be able to:

• Comprehensively understand the content and application of procurement negotiation strategies and bargaining skills

• Master procurement negotiation strategy management and bargaining skills, and be able to implement them effectively in practice

• Clarify the key points of procurement negotiation strategies and bargaining skills, and effectively avoid and solve current practical application problems

• Combined with the business characteristics of the enterprise, it can continuously optimize the business and improve innovation capabilities

 

Course Outline

• Procurement Negotiation Overview

◦ Analysis of the Concept of Procurement Negotiation

– What is procurement negotiation?

– Types of Procurement Negotiations

– The concept and significance of win-win purchasing negotiation

◦ Case Study: Do win-win procurement negotiations really exist?

◦ Interpretation of the procurement negotiation process

– Be fully prepared, know yourself and the other side

– Strategic layout and strategic planning

– A good start, knowing the bottom line

– Skill game, advance and retreat in moderation

– Flexible ending, leaving room for maneuver

– Review and summarize experience in a timely manner

◦ Case Study: How to use sales thinking to do purchasing?

• Procurement Negotiation Strategy

◦ Negotiation strategy overview

◦ Negotiation strategy analysis

– Determine negotiation philosophy

– Effective negotiation chips

– Analysis of negotiation participants

– Forming a negotiation team

– Tips for arranging negotiation topics

– Create a negotiation environment

•  Purchasing Bargaining Skills

◦ Overview of bargaining skills

◦ Analysis of bargaining skills

– The first to compromise loses leverage

– Use early concessions to pressure the other side into quick compromises

– Apply pressure strategically to narrow the other party’s options

– Identify and engage the person with the final say to streamline negotiations

◦ Exercises: Hands-on exercises applying the negotiation and bargaining skills above