Training Courses (UK)

Supplier behaviour

Thursday, 14 May 2020 - BIRMINGHAM


non-member £450
Supplier behaviour
16 Places Left Booking ends: 6 May 2020

An insight into the behaviour, psychology and toolkit of your suppliers


By the end of this course you will be able to:

  • Understand the power of information and psychology in buyer/seller relationships
  • Identify what motivates the sales people you deal with and the issues they see as important
  • Confidently prepare for negotiations by setting strategies and tactics to meet your objectives throughout the procurement process
  • Recognise the tools, tactics and conditioning statements made early in negotiations and have the skills to encourage suppliers to offer more favourable terms

Please note: price above includes any early bird discount (if applied).
Contact for specfic closing dates for early bird booking.


If you require accommodation for the night prior to this training course, please contact the CIPS Accommodation Service on 01780 484052 or email


    Is it right for me?

    This one-day course aims to push the comfort zones of buyers by putting you securely in the shoes of the seller for a day. By forcing you to think and behave like a seller, the course helps you to truly understand the skills, techniques and psychology of the other party in a buyer/seller relationship, while recognising the tactics that suppliers use in negotiations. 


    What key points will the training cover?

    • An in-depth look into the supplier's world
      - What makes the buyer attractive - from a supplier's perspective?
      - Why some customers are more attractive that others?
      - What are the key drivers from a supplier's perspective?
    • Understanding the profile of a successful seller
      - What does good look like?
      - Irritators from a buyer's perspective
      - Managing the irritators to build relationships
      - What makes them tick
    • The supplier's toolkit
      - The belief cycle
      - People buy people first
      - Sales techniques, skills and models for moving buyers
      - The selling process and tools for handling buyer objections
    Course fee includes:
    • Lunch
    • Refreshments
    • All course materials



    ArcBlue (formerly PMMS) has been at the forefront of the procurement profession for over 30 years, developing many of the leading concepts, techniques and processes which underpin effective supply management, operating with a team of respected consultants with a wide range of industry knowledge and experience.


    Thursday 14 May - BIRMINGHAM

    De Vere Colmore Gate
    5th and 7th Floor Colmore Gate
    Colmore Row
    West Midlands
    B3 2QD
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