Buyer Meets Seller
Learn from the other side of the table
Who is this training intended for?
Professionals with at least 5 years of relevant experience in procurement and/or sales who want to gain insight into the mindset of “the other side of the table” and sharpen their negotiation skills from this perspective.
What can you expect?
This interactive training offers a unique opportunity to walk in the other person's shoes. You’ll learn what negotiations look like from the other party's perspective. Through practical case studies, role-playing, and group reflections, you’ll develop mutual understanding, sharper tactics, and learn how effective negotiation stems from a sustainable relationship. During the exercises, we will have both sellers and buyers practice with each other in a unique, real-life setting.
Why should you follow this training?
In many organizations, buyers and sellers operate in separate worlds, each with their own goals and pressures. However, they share more than they realize: both aim to create value, reduce risks, and build effective relationships. This training brings both worlds together at the table to close more impactful deals WITH each other. After this training, you will be better equipped to understand the game and the person behind the negotiation. You will negotiate with more knowledge, empathy, strategy, and impact—whether you are buying or selling, leading to better deals for both parties.
A unique opportunity to join a training together and align your procurement strategy with the reality of the seller!
€1595
including materials (with playbook) and full catering, excluding 21% VAT.
2
Sint-Katelijne-Waver: 20/10/2025 & 21/10/2025
Sint-Katelijne-Waver: 03/03/2026 & 04/03/2026
English
DAY 1
The mindset of the other party: How are we shaped as sellers and buyers? A unique insight into the world of the other party at the table in 2 break-out sessions:
- Sellers gain insight into how buyers and suppliers operate.
- Buyers learn how sellers work and explore Account Management and DMU approach.
What connects us?
- Macro-arguments as a connecting factor between both negotiators and their organizations.
- Apply three effective questioning techniques to uncover the common ground, interests, and motivations of the other party.
At the end of day 1, we’ll practice the concepts and techniques during a large negotiation case
DAY 2
- Goal-Oriented Negotiation with the GPS method: from target setting to execution.
- Communication tactics & Objection-handling tactics during negotiations to maintain the focus on the common ground.
- Negotiation Enablers that strengthen your position and promote creative, mutually beneficial solutions: corporate culture - authentic connection - cultural diversity.
At the end of day 2, we’ll conduct an intense negotiation in small teamswith a focus on achieving a mutually positive outcome.
In cooperation with ISAM | Institute for Sales And Marketing
ISAM Institute for Sales and Marketing is a recognized academy in open training programs for sales and marketing professionals. With a team of expert consultants and a practical, results-driven approach, ISAM empowers individuals with the skills needed to thrive in the dynamic sales and marketing landscape. Combining theoretical knowledge with industry experience, ISAM is the go-to partner for companies looking to advance commercial excellence.