Negotiation Skills for Buyers

Aim: The delegate will learn how a buyer views the negotiation process and how to establish the most appropriate approach.

By the end of this module the delegate can:

• Understand what negotiation is (and is not)
• Prepare for negotiation by considering objectives and weighing up variables
• Consider how to time proposals and enter the bargaining phase
• Use classic buyer’s gambits to lure the sales person into giving a better deal