Negotiation: Sales Meets Procurement (Certificate Course)
Fact sheet
Graduation
Zertifikat
Taught language
Englisch
Specialization
Betriebswirtschaft
Program Emphasis
Sales / Vertrieb
Course options
Certificate program
Locations
Mannheim
Contact
Contact person
MBS Open Courses & Certificates Team
MBS Open Courses & Certificates Team
Sales and procurement are the Tom and Jerry of negotiations: Both are essential to business, yet often at odds, whether as colleagues within the same organization or as buyers and suppliers in external exchanges. By better understanding each other's perspectives and negotiation strategies, sales and procurement professionals can unlock significant business potential. This course is appropriate for managers, sales and procurement professionals who want to improve their skills and negotiation results, business leaders who oversee sales and procurement functions, and talents being developed for such positions in their organizations.
Program Emphasis
- Develop expertise in advanced negotiation techniques applicable to a broad range of negotiation scenarios, both within and outside of your organization.
- Acquire comprehensive theoretical knowledge of the economic and psychological mechanisms underlying negotiations to analyze complex negotiation situations and develop tailored negotiation designs.
- Master the practical negotiation toolkit to prepare and successfully lead negotiations from both sales and procurement perspectives, while considering the counterparty’s logic and objectives.
- Enhance self-awareness of your personal negotiation style and the psychological factors influencing negotiation dynamics, enabling better self-reflection and self-control and management of counterparty behavior.
- Cultivate a strategic mindset and the ability to continuously refine your negotiation skills, fostering ongoing professional development in this critical business competency.
