Course Information

Purchasing Negotiation Skills

The program helps participants prepare data, analyze bargaining power, and apply tactics to negotiate price, terms, and the total value of purchasing transactions.

Instructor guiding communication skills for corporate management teams

Actual classroom session at Masterskills

Instructor presenting during a training session

Participants taking part in a training activity

Discussion during a corporate training program

Overview of an on-site corporate training class

Instructor guiding participants through practical exercises

Group activity during the training program

Group photo of participants at the end of the course

Table of Contents

Course Overview
Learning Objectives
Target Participants
Course Outline
Training Methodology
Class Information
Materials & Certification
Faculty
Masterskills Corporate Profile
Selected Clients

1. Course Overview

Effective purchasing negotiation is not simply about forcing lower prices. Skilled purchasers understand cost structures, stakeholder needs, alternatives, and the long-term impact of terms on quality, schedule, risk, and supplier relationships.

The course “Purchasing Negotiation Skills” guides participants in defining objectives, BATNA, and limits; analyzing power; preparing data; exchanging proposals; handling deadlocks; and closing agreements. Exercises focus on practical purchasing scenarios.

After the course, participants can enter negotiations with clearer preparation, communicate based on interests and data, and control the documentation and follow-up of commitments after agreement.

2. Learning Objectives

Distinguish mac ca related to price with negotiation tong the on benefits and conditions transactions.
Xac dinh goals, limits, BATNA and the bien so trao doi before negotiation.
Phan tich cost, thi truong, muc do phu thuoc and quyen luc of supplier.
Apply technical questioning, listening, to nghi and nhuong set of co conditions.
Handle chien st gay pressure, be tac and xung dot in process thuong luong.
Chot thoa sn clear and thiet develop mechanisms follow up on commitment after negotiation.

3. Target Participants

Employees and chuyen vien purchasingDirectly thuong luong quotations, delivery terms and the commercial terms.
Truong nhom or management purchasingNeed to standardization strategy negotiation and ho tro the transactions important.
Personnel supply, project and technicalParticipate in negotiation scope, standards, progress or change with supplier.
Management supply chain and financeNeed to control tong values, risk and effective of thoa sn purchasing.

4. Course Outline

The content consists of six parts, from negotiation mindset and preparation to supplier analysis, price and term bargaining, deadlock handling, and agreement follow-up.

PART 01Mindset Nen Tang On Dam Phan Purchasing

Concept of negotiation purchasing professional.
The role of negotiation in toi uu cost.
Differences between between mac ca and negotiation.
Tu duy benefits tong the thay vi gia.
Nguyen tac doi ben cung co defects.
Cac defects common when negotiation purchasing.
Example price negotiation lam giam quality.
Discussion kho khan when lam viec supplier.

PART 02Preparation of Truoc when Dam Phan

Xac dinh goals and limits negotiation.
Thu thap thong tin thi truong and gia.
Phan tich needs internally mua.
Xac dinh BATNA and diem roi ban.
Prepare data cost related.
Develop strategy tiep supplier.
Exercise build using preparation negotiation.
Practice xac dinh negotiation objectives.

PART 03Phan Tich Nha Cung Cap and Quyen Luc Dam Phan

Evaluate capability and muc do phu thuoc.
Classify supplier based on values.
Identify defects the and bat defects negotiation.
Phan tich structure cost supplier.
Use mo hinh Kraljic in purchasing.
Xac dinh don bay thuong luong appropriate.
Scenario supplier doc quyen manh.
Practice develop ban do quyen luc negotiation.

PART 04Ky Thuat Thuong Luong Gia and Terms

Mo dau negotiation using goals clear.
Ask questions to hieu dong co doi tac.
Neo gia and dieu chinh expectations hop ly.
Trao doi nhuong set of co conditions specific.
Negotiate terms delivery, payment.
Control emotions in scenario stress.
Example thuong luong giam gia based on san luong.
Practice negotiation terms purchasing.

PART 05Xu Ly Be Tac and risk in Dam Phan

Identify signs be tac thuong luong.
Tach con people khoi van to giai quyet.
Translate key point from develop truong sang benefits.
Use solution thay the when thiet.
Control risk quality and progress.
Record thoa sn using van ban clear.
Scenario supplier tang gia bat ngo.
Practice handle be tac negotiation.

PART 06Chot Thoa Thuan and based on Doi After Dam Phan

Tom tat diem agreement before chot.
Xac nhan responsibility, thoi han, conditions.
Translate results negotiation thanh contract.
Monitor implementation commitment supplier.
Evaluate effective tiet kiem after negotiation.
Rut kinh nghiem for lan thuong luong sau.
Develop plan quan he supplier dai han.
Commitment to ap stops vao purchasing records practical.

5. Training Methodology

Classes are delivered in small, learner-centered groups. Instructors provide concise input, then facilitate discussions, scenario-based practice, feedback, and reflection so participants can translate knowledge into practical workplace behaviors.

Group Discussions Individual Exercises Group Presentations Brainstorming Techniques Guided Practice with the Instructor Experiential Projects In-Class Activities Role-Playing Activities Class Presentations

6. Class Information

Expected Start Date	Schedule	Class Hours	Location	Tuition Fee	Registration
To Be Announced	Saturday – Sunday	08:30 – 16:30	Ho Chi Minh City	VND 4,500,000	Registration
To Be Announced	Monday – Thursday	18:00 – 21:30	Hanoi	VND 4,500,000	Registration

10% discount: registration at least 15 days in advance, groups of three or more participants, or loyal clients.Reserve a Seat

Note: The schedule above is provisional and may be adjusted based on enrollment, class arrangements, and the actual training plan. Masterskills will confirm the official schedule with participants before the course begins.

Duration: 2 days / 4 sessions; maximum 35 participants per class.
Ho Chi Minh City: 224 Dien Bien Phu Street, Ban Co Ward, Ho Chi Minh City.
Hanoi: 51 Le Dai Hanh Street, Hai Ba Trung Ward, Hanoi.
Corporate in-house training: Delivered at the client’s office or factory; pricing depends on the design scope, location, and class size.
Additional costs: Instructor travel and accommodation costs are determined by the delivery location, where applicable.

7. Learning Materials & Certification

Participants receive proprietary course materials developed by Masterskills, practical handouts, self-assessment forms, and reference materials aligned with real business situations.

Proprietary Course MaterialsStandardized content updated in line with the course objectives.

Practical ToolsChecklists, handouts, feedback templates, and individual action plans.Explore the Toolkit

Course Completion Certificate

Participants who meet the attendance and practical requirements receive a Masterskills certificate of program completion.

8. Faculty

Masterskills instructors and experts bring practical management, consulting, and training experience relevant to the program content.

TS. Le Van Bay

Logistics and supply chain expert specializing in supply chain management, purchasing, import-export, and logistics optimization.

Dr. Thai Tri Dung

Human resource management and behavioral psychology expert specializing in leadership, managerial psychology, negotiation, culture, and organizational behavior.

View Faculty Profiles

9. Masterskills Corporate Profile

View Profile

An overview of Masterskills’ training capabilities, areas of expertise, delivery methodology, and experience partnering with organizations.

Client feedback after attending a Masterskills course

Client Testimonials

“The Purchasing Negotiation Skills course provides practical content, workplace-relevant activities, and clear facilitation. Instructors help participants use appropriate tools, analyze situations, and develop solutions they can apply after the program.”

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