{"id":7010,"date":"2026-01-05T14:51:09","date_gmt":"2026-01-05T14:51:09","guid":{"rendered":"https:\/\/scotwork-e5h7gkdwh5fshkaz.ukwest-01.azurewebsites.net\/italy\/?page_id=7010"},"modified":"2026-11-01T09:36:47","modified_gmt":"2026-11-01T09:36:47","slug":"competenze-di-negoziazione-negli-acquisti","status":"publish","type":"page","link":"https:\/\/www.scotwork.com\/it\/competenze-di-negoziazione-negli-acquisti\/","title":{"rendered":"Procurement Negotiation Skills"},"content":{"rendered":"\n<div class=\"wp-block-group alignfull capability-survey ans has-base-background-color has-background has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-cover alignfull sec-hero\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-background-dim-60 has-background-dim\"><\/span><img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"1435\" class=\"wp-block-cover__image-background wp-image-3789\" alt=\"\" src=\"\/wp-content\/uploads\/2025\/06\/shutterstock_2498678197-scaled.jpg\" data-object-fit=\"cover\" srcset=\"\/wp-content\/uploads\/2025\/06\/shutterstock_2498678197-scaled.jpg 2560w, \/wp-content\/uploads\/2025\/06\/shutterstock_2498678197-300x168.jpg 300w, \/wp-content\/uploads\/2025\/06\/shutterstock_2498678197-1024x574.jpg 1024w, \/wp-content\/uploads\/2025\/06\/shutterstock_2498678197-768x430.jpg 768w, \/wp-content\/uploads\/2025\/06\/shutterstock_2498678197-1536x861.jpg 1536w, \/wp-content\/uploads\/2025\/06\/shutterstock_2498678197-2048x1148.jpg 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><div class=\"wp-block-cover__inner-container is-layout-flow wp-block-cover-is-layout-flow\">\n<div class=\"wp-block-group alignwide carousel slide has-global-padding is-layout-constrained wp-container-core-group-is-layout-3e021362 wp-block-group-is-layout-constrained\" id=\"carouselExampleCaptions\" style=\"padding-right:20px;padding-left:20px\">\n<div class=\"wp-block-group alignwide carousel-inner has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-columns alignwide is-layout-flex wp-container-core-columns-is-layout-b2e659ba wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:75%\">\n<div class=\"wp-block-group carousel-item active has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<p class=\"has-text-align-left has-montserrat-font-family has-x-small-font-size wp-block-paragraph\" style=\"margin-top:0;margin-right:0;margin-bottom:0;margin-left:0;padding-top:var(--wp--preset--spacing--small);padding-bottom:0\"><\/p>\n\n\n\n<h1 class=\"wp-block-heading alignwide has-base-color has-text-color has-link-color has-georgia-font-family has-max-48-font-size wp-elements-1\" style=\"margin-right:0;margin-left:0;padding-top:var(--wp--preset--spacing--x-small);padding-bottom:var(--wp--preset--spacing--x-small);font-style:normal;font-weight:700;line-height:1.1\">Corso di negoziazione per buyer e procurement<\/h1>\n\n\n\n<div class=\"wp-block-group alignfull max-w-635 is-layout-flow wp-block-group-is-layout-flow\">\n<h2 class=\"wp-block-heading has-montserrat-font-family has-medium-font-size\" style=\"margin-top:0;font-style:normal;font-weight:500;line-height:1.5\">Formazione alla negoziazione per i team acquisti chiamati a generare valore, ridurre i rischi e sostenere gli obiettivi dell&#8217;azienda.<\/h2>\n\n\n\n<p class=\"has-base-color has-text-color has-link-color has-montserrat-font-family has-small-font-size wp-elements-2 wp-block-paragraph\" style=\"font-style:normal;font-weight:400;line-height:1.5\">Il corso di negoziazione che Scotwork propone a buyer, category manager e team procurement \u00e8 Advancing Negotiation Skills (A.N.S.): tre giornate consecutive con l&#8217;80% di pratica, per imparare a negoziare con i fornitori su prezzo, condizioni, rischio e valore. Si svolge come corso aziendale, con casi costruiti sulle problematiche del vostro ufficio acquisti, oppure in edizione Open a Milano, in italiano o in inglese.<\/p>\n\n\n\n<div class=\"wp-block-stackable-button-group stk-block-button-group stk-block stk-0ac58db\" data-block-id=\"0ac58db\"><style>.stk-0ac58db {margin-top:20px !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-button-group\">\n<div class=\"wp-block-stackable-button stk-block-button transparent-bg stk-block stk-f51665d\" data-block-id=\"f51665d\"><style>.stk-f51665d {margin-top:0px !important;}.stk-f51665d .stk-button{background:#f5d9cf !important;}.stk-f51665d .stk-button:hover:after{background:#ffffff00 !important;opacity:1 !important;}.stk-f51665d .stk-button:before{border-style:solid !important;border-color:#f5d9cf !important;}.stk-f51665d .stk-button:hover:before{border-color:#f5d9cf !important;border-top-width:1px !important;border-right-width:1px !important;border-bottom-width:1px !important;border-left-width:1px !important;}.stk-f51665d .stk-button__inner-text{font-size:18px !important;color:#0f0e17 !important;font-family:\"Montserrat\", Sans-serif !important;}.stk-f51665d .stk-button:hover .stk-button__inner-text{color:#fffffe !important;}@media screen and (max-width: 1023px){.stk-f51665d .stk-button__inner-text{font-size:18px !important;}}<\/style><a class=\"stk-link stk-button stk--hover-effect-lift\" href=\"https:\/\/www.scotwork.com\/it\/contattaci\/\"><span class=\"has-text-color stk-button__inner-text\">Contattaci<\/span><\/a><\/div>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:55%\"><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-group alignfull ans padding-20-small has-base-background-color has-background is-layout-flow wp-block-group-is-layout-flow\" style=\"margin-top:0\">\n<div class=\"wp-block-group alignwide has-global-padding is-layout-constrained wp-container-core-group-is-layout-5a5d1288 wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--medium);padding-right:var(--wp--preset--spacing--large);padding-left:var(--wp--preset--spacing--large)\">\n<div class=\"wp-block-group alignwide sec-neg-tra1 ans1 padding-LR-480 has-contrast-background-color has-background has-global-padding is-layout-constrained wp-container-core-group-is-layout-3a2af26c wp-block-group-is-layout-constrained\" style=\"border-radius:7px;padding-top:var(--wp--preset--spacing--large);padding-right:20px;padding-bottom:var(--wp--preset--spacing--large);padding-left:20px\">\n<h2 class=\"wp-block-heading has-base-color has-text-color has-link-color has-georgia-font-family has-max-36-font-size wp-elements-3\" style=\"padding-bottom:var(--wp--preset--spacing--x-small);font-style:normal;font-weight:700;line-height:1.1\">Il corso in breve<\/h2>\n\n\n\n<ul style=\"line-height:1.7\" class=\"wp-block-list has-base-color has-text-color has-link-color has-montserrat-font-family has-small-font-size wp-elements-4\">\n<li><strong>Corso consigliato:<\/strong> <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/ans-corso-avanzato-di-negoziazione\/\">Advancing Negotiation Skills (A.N.S.)<\/a><\/li>\n\n<li><strong>Per chi:<\/strong> buyer, category manager, responsabili acquisti e team procurement che trattano prezzi, condizioni, rinnovi e contratti con i fornitori<\/li>\n\n<li><strong>Durata:<\/strong> 3 giornate consecutive in presenza; per il corso aziendale anche in versione virtuale, in 4 sessioni<\/li>\n\n<li><strong>Formato:<\/strong> corso aziendale per il vostro team acquisti, con casi sulle vostre problematiche, oppure edizione Open a calendario nella nostra sede di Milano<\/li>\n\n<li><strong>Lingua:<\/strong> italiano o inglese<\/li>\n\n<li><strong>Metodo:<\/strong> 80% pratica, cinque negoziazioni dal vivo con analisi video e feedback dei consulenti<\/li>\n\n<li><strong>Attestato:<\/strong> attestato di partecipazione Scotwork<\/li>\n\n<li><strong>Prezzo:<\/strong> edizione Open 3.750 \u20ac + IVA a partecipante; corso aziendale su preventivo<\/li>\n\n<li><strong>Prossime date:<\/strong> <a href=\"https:\/\/www.scotwork.com\/it\/prenotazione-corsi\/\">calendario dei corsi Open<\/a><\/li>\n<\/ul>\n\n\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group alignfull no-bg-triangles has-custom-light-pink-background-color has-background has-global-padding is-layout-constrained wp-container-core-group-is-layout-aeb0d094 wp-block-group-is-layout-constrained\" style=\"padding-top:0;padding-right:0;padding-bottom:0;padding-left:0\">\n<div class=\"wp-block-columns container has-custom-light-pink-background-color has-background is-layout-flex wp-container-core-columns-is-layout-401138a0 wp-block-columns-is-layout-flex\" style=\"padding-top:var(--wp--preset--spacing--large);padding-right:var(--wp--preset--spacing--x-small);padding-bottom:var(--wp--preset--spacing--large);padding-left:var(--wp--preset--spacing--x-small)\">\n<div class=\"wp-block-column pink-page-width is-layout-flow wp-block-column-is-layout-flow\" style=\"padding-right:0;padding-left:0;flex-basis:100%\">\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-e9e70b9\" id=\"perche-la-negoziazione-nel-procurement-e-importante\" data-block-id=\"e9e70b9\"><style>.stk-e9e70b9 {margin-bottom:20px !important;}.stk-e9e70b9 .stk-block-heading__text{line-height:1.1em !important;font-weight:bold !important;font-family:\"Georgia\", Sans-serif !important;}@media screen and (max-width: 767px){.stk-e9e70b9 .stk-block-heading__text{font-size:26px !important;line-height:1.2em !important;}}<\/style><h2 class=\"stk-block-heading__text\">Perch\u00e9 la negoziazione negli acquisti \u00e8 importante<\/h2><\/div>\n\n\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-container-core-group-is-layout-b13ce41b wp-block-group-is-layout-constrained\" style=\"padding-right:0;padding-left:0\">\n<p class=\"wp-block-paragraph\">Gli acquisti negoziano nel punto in cui si incontrano risultati commerciali, continuit\u00e0 operativa e gestione del rischio. Ogni accordo con i fornitori incide su costi, valore, resilienza, conformit\u00e0 e risultati nel lungo periodo, e anche una piccola concessione pu\u00f2 creare rischi rilevanti pi\u00f9 avanti nella catena di fornitura.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Solide competenze di negoziazione aiutano i team acquisti a ottenere accordi migliori, a proteggere l&#8217;azienda da rischi evitabili e a <a href=\"https:\/\/www.scotwork.com\/it\/leadership-e-influenza\/\">influenzare i risultati sia all&#8217;interno sia all&#8217;esterno<\/a>. Non si tratta pi\u00f9 soltanto di risparmiare: si tratta di negoziare il valore e di tutelare le prestazioni dell&#8217;intero parco fornitori.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-stackable-columns alignfull stk-block-columns stk-block stk-ab205a9 stk-block-background stk--has-background-overlay\" data-block-id=\"ab205a9\"><style>.stk-ab205a9 {background-color:#fffffe !important;background-image:url(\/wp-content\/uploads\/2025\/09\/shape-expert-coaching-left.png) !important;background-position:center left !important;background-repeat:no-repeat !important;background-size:contain !important;margin-top:80px !important;margin-bottom:0px !important;}.stk-ab205a9:before{background-color:#fffffe !important;opacity:0 !important;}@media screen and (max-width: 767px){.stk-ab205a9 {margin-top:40px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-ab205a9-column alignfull\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-4d101a4 page-width\" data-v=\"4\" data-block-id=\"4d101a4\"><style>.stk-4d101a4-container{max-width:1280px !important;min-width:auto !important;margin-right:auto !important;margin-left:auto !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-4d101a4-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-4d101a4-inner-blocks\">\n<div class=\"wp-block-stackable-columns stk-block-columns stk-block stk-c991870 two-col-container\" data-block-id=\"c991870\"><style>.stk-c991870 {margin-bottom:80px !important;}.stk-c991870-column{flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 1023px){.stk-c991870 {margin-bottom:50px !important;}}@media screen and (max-width: 767px){.stk-c991870 {margin-bottom:0px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-c991870-column\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-314865e stk-block-background content-info-left\" data-v=\"4\" data-block-id=\"314865e\"><style>.stk-314865e {background-color:#fffffe !important;border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;box-shadow:7px 5px 30px #48497927 !important;padding-top:80px !important;padding-right:60px !important;padding-bottom:80px !important;padding-left:60px !important;z-index:3 !important;}.stk-314865e:before{background-color:#fffffe !important;}@media screen and (min-width: 768px){.stk-314865e {flex:var(--stk-flex-grow, 1) 1 calc(49.3% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-314865e {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-314865e {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;padding-top:20px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;margin-left:0px !important;}}@media screen and (max-width: 767px){.stk-314865e {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-314865e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-314865e-inner-blocks\">\n<div class=\"wp-block-stackable-image stk-block-image stk--hide-desktop stk-block stk-e282ab3\" data-block-id=\"e282ab3\"><style>.stk-e282ab3 {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}@media screen and (max-width: 1023px){.stk-e282ab3 .stk-img-wrapper{width:100% !important;height:100% !important;}}<\/style><figure><span class=\"stk-img-wrapper stk-image--shape-stretch\"><img loading=\"lazy\" decoding=\"async\" class=\"stk-img wp-image-8162\" src=\"\/wp-content\/uploads\/2026\/01\/shutterstock_2484055601-scaled.jpg\" width=\"2560\" height=\"1707\" alt=\"Manometro su tubi metallici verdi, con la lancetta tra la zona blu e la zona rossa\" srcset=\"\/wp-content\/uploads\/2026\/01\/shutterstock_2484055601-scaled.jpg 2560w, \/wp-content\/uploads\/2026\/01\/shutterstock_2484055601-300x200.jpg 300w, \/wp-content\/uploads\/2026\/01\/shutterstock_2484055601-1024x683.jpg 1024w, \/wp-content\/uploads\/2026\/01\/shutterstock_2484055601-768x512.jpg 768w, \/wp-content\/uploads\/2026\/01\/shutterstock_2484055601-1536x1024.jpg 1536w, \/wp-content\/uploads\/2026\/01\/shutterstock_2484055601-2048x1365.jpg 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><\/span><\/figure><\/div>\n\n\n\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-edb7139\" id=\"comprendiamo-le-vostre-pressioni-commerciali\" data-block-id=\"edb7139\"><style>.stk-edb7139 {margin-bottom:0px !important;}.stk-edb7139 .stk-block-heading__text{font-size:36px !important;font-weight:bold !important;font-family:\"Georgia\", Sans-serif !important;}@media screen and (max-width: 1023px){.stk-edb7139 .stk-block-heading__text{font-size:36px !important;}}@media screen and (max-width: 767px){.stk-edb7139 .stk-block-heading__text{font-size:26px !important;line-height:1.2em !important;}}<\/style><h2 class=\"stk-block-heading__text\">Conosciamo le pressioni commerciali che affrontate<\/h2><\/div>\n\n\n\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-ba37cba\" data-block-id=\"ba37cba\"><style>.stk-ba37cba {margin-bottom:0px !important;}.stk-ba37cba .stk-block-text__text{color:#0f0e17 !important;}<\/style><p class=\"stk-block-text__text has-text-color\">I team acquisti devono produrre risultati misurabili e, nello stesso tempo, gestire aspettative interne complesse e un mercato dei fornitori sempre meno prevedibile. Significa negoziare con poco tempo, informazioni incomplete, condizioni di mercato che cambiano e <a href=\"https:\/\/www.scotwork.com\/it\/negoziazione-e-gestione-dei-conflitti\/\">priorit\u00e0 interne in conflitto<\/a>, spesso tutelando anche gli standard di ESG, resilienza e prestazioni dei fornitori.<\/p><\/div>\n<\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-18c70fa stk-block-background conten-img-right stk--has-background-overlay\" data-v=\"4\" data-block-id=\"18c70fa\"><style>.stk-18c70fa {background-image:url(\/wp-content\/uploads\/2026\/01\/shutterstock_2484055601-scaled.jpg) !important;background-position:center center !important;background-repeat:no-repeat !important;background-size:cover !important;border-top-left-radius:0px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:0px !important;overflow:hidden !important;margin-right:0px !important;}@media screen and (min-width: 768px){.stk-18c70fa {flex:var(--stk-flex-grow, 1) 1 calc(50.7% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-18c70fa {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-18c70fa-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-18c70fa-inner-blocks\"><\/div><\/div><\/div>\n<\/div><\/div>\n<\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns alignfull stk-block-columns stk-block stk-ae500f5 stk-block-background\" data-block-id=\"ae500f5\"><style>.stk-ae500f5 {background-color:#fffffe !important;background-position:center left !important;background-repeat:no-repeat !important;background-size:contain !important;margin-bottom:0px !important;}.stk-ae500f5:before{background-color:#fffffe !important;}@media screen and (max-width: 767px){.stk-ae500f5 {padding-top:0px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-ae500f5-column alignfull\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-12ce686 page-width\" data-v=\"4\" data-block-id=\"12ce686\"><style>.stk-12ce686-container{max-width:1280px !important;min-width:auto !important;margin-right:auto !important;margin-left:auto !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-12ce686-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-12ce686-inner-blocks\">\n<div class=\"wp-block-stackable-columns stk-block-columns stk-block stk-1b7f61b two-col-container content-right\" data-block-id=\"1b7f61b\"><style>.stk-1b7f61b {margin-bottom:80px !important;}.stk-1b7f61b-column{flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 1023px){.stk-1b7f61b {margin-bottom:50px !important;}}@media screen and (max-width: 767px){.stk-1b7f61b {margin-bottom:0px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-1b7f61b-column\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-b66d193 stk-block-background conten-img-left stk--has-background-overlay\" data-v=\"4\" data-block-id=\"b66d193\"><style>.stk-b66d193 {background-image:url(\/wp-content\/uploads\/2026\/01\/shutterstock_2322629679-scaled-e1768486582520.jpg) !important;background-position:center center !important;background-repeat:no-repeat !important;background-size:cover !important;border-top-left-radius:7px !important;border-top-right-radius:0px !important;border-bottom-right-radius:0px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;margin-right:0% !important;margin-left:0% !important;}@media screen and (min-width: 768px){.stk-b66d193 {flex:var(--stk-flex-grow, 1) 1 calc(50.7% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-b66d193 {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-b66d193-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-b66d193-inner-blocks\"><\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-dbc2b9e stk-block-background content-info-right\" data-v=\"4\" data-block-id=\"dbc2b9e\"><style>.stk-dbc2b9e {background-color:#fffffe !important;border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;box-shadow:7px 5px 30px #48497927 !important;padding-top:80px !important;padding-right:60px !important;padding-bottom:80px !important;padding-left:60px !important;z-index:3 !important;}.stk-dbc2b9e:before{background-color:#fffffe !important;}@media screen and (min-width: 768px){.stk-dbc2b9e {flex:var(--stk-flex-grow, 1) 1 calc(49.3% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-dbc2b9e {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-dbc2b9e {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;padding-top:20px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}@media screen and (max-width: 767px){.stk-dbc2b9e {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-dbc2b9e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-dbc2b9e-inner-blocks\">\n<div class=\"wp-block-stackable-image stk-block-image stk--hide-desktop stk-block stk-c99f87d\" data-block-id=\"c99f87d\"><style>.stk-c99f87d {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}@media screen and (max-width: 1023px){.stk-c99f87d .stk-img-wrapper{width:100% !important;height:100% !important;}}<\/style><figure><span class=\"stk-img-wrapper stk-image--shape-stretch\"><img loading=\"lazy\" decoding=\"async\" class=\"stk-img wp-image-8167\" src=\"\/wp-content\/uploads\/2026\/01\/shutterstock_2322629679-scaled-e1768486582520.jpg\" width=\"2453\" height=\"1702\" alt=\"Lente d&apos;ingrandimento su un bersaglio rosso in cima a una scala di gradini in legno\" srcset=\"\/wp-content\/uploads\/2026\/01\/shutterstock_2322629679-scaled-e1768486582520.jpg 2453w, \/wp-content\/uploads\/2026\/01\/shutterstock_2322629679-scaled-e1768486582520-300x208.jpg 300w, \/wp-content\/uploads\/2026\/01\/shutterstock_2322629679-scaled-e1768486582520-1024x710.jpg 1024w, \/wp-content\/uploads\/2026\/01\/shutterstock_2322629679-scaled-e1768486582520-768x533.jpg 768w, \/wp-content\/uploads\/2026\/01\/shutterstock_2322629679-scaled-e1768486582520-1536x1066.jpg 1536w, \/wp-content\/uploads\/2026\/01\/shutterstock_2322629679-scaled-e1768486582520-2048x1421.jpg 2048w\" sizes=\"auto, (max-width: 2453px) 100vw, 2453px\" \/><\/span><\/figure><\/div>\n\n\n\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-1345009\" id=\"lavoriamo-con-te-per\" data-block-id=\"1345009\"><style>.stk-1345009 {margin-bottom:0px !important;}.stk-1345009 .stk-block-heading__text{font-size:36px !important;font-weight:bold !important;font-family:\"Georgia\", Sans-serif !important;}@media screen and (max-width: 1023px){.stk-1345009 .stk-block-heading__text{font-size:36px !important;}}@media screen and (max-width: 767px){.stk-1345009 .stk-block-heading__text{font-size:26px !important;line-height:1.2em !important;}}<\/style><h2 class=\"stk-block-heading__text\">Lavoriamo con voi per:<\/h2><\/div>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Individuare le lacune nelle competenze di negoziazione<\/strong>: competenze di base, comportamenti e applicazione nelle trattative di ogni giorno<\/li>\n\n\n\n<li><strong>Integrare strategie di negoziazione strutturate e pratiche<\/strong>, costruite sulle pressioni commerciali che il vostro team affronta<\/li>\n\n\n\n<li><strong><a href=\"https:\/\/www.scotwork.com\/it\/competenze-di-negoziazione-in-formazione-e-sviluppo\/\">Allineare la formazione agli obiettivi strategici<\/a><\/strong>, compresi ESG, rischio, resilienza e risultati attesi<\/li>\n\n\n\n<li><strong><a href=\"https:\/\/www.scotwork.com\/it\/case-study\/\">Dimostrare un impatto misurabile<\/a><\/strong>: accordi migliori, comportamenti che cambiano, fornitori che rendono di pi\u00f9<\/li>\n\n\n\n<li><strong>Sostenere l&#8217;applicazione nelle trattative di ogni giorno<\/strong> con strumenti di preparazione, <a href=\"https:\/\/www.scotwork.com\/it\/consulenza-in-negoziazione\/\">affiancamento sulle trattative in corso<\/a> e integrazione nei modi di lavorare che avete gi\u00e0<\/li>\n\n\n\n<li><strong>Accrescere il peso degli acquisti<\/strong>, perch\u00e9 la funzione agisca in modo strategico e non soltanto transazionale<\/li>\n<\/ul>\n<\/div><\/div><\/div>\n<\/div><\/div>\n<\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns alignfull stk-block-columns stk-block stk-3f7e139 stk-block-background stk--has-background-overlay\" data-block-id=\"3f7e139\"><style>.stk-3f7e139 {background-color:#fffffe !important;background-image:url(\/wp-content\/uploads\/2025\/09\/shape-ans-course-right.png) !important;background-position:center right !important;background-repeat:no-repeat !important;background-size:contain !important;margin-bottom:0px !important;overflow:hidden !important;}.stk-3f7e139:before{background-color:#fffffe !important;opacity:0 !important;}@media screen and (max-width: 767px){.stk-3f7e139 {padding-top:0px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-3f7e139-column alignfull\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-f78cc2a page-width\" data-v=\"4\" data-block-id=\"f78cc2a\"><style>.stk-f78cc2a-container{max-width:1290px !important;min-width:auto !important;margin-right:auto !important;margin-left:auto !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-f78cc2a-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-f78cc2a-inner-blocks\">\n<div class=\"wp-block-stackable-columns stk-block-columns stk-block stk-313d2a1 two-col-container\" data-block-id=\"313d2a1\"><style>.stk-313d2a1 {margin-bottom:80px !important;}.stk-313d2a1-column{flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 1023px){.stk-313d2a1 {margin-bottom:50px !important;}}@media screen and (max-width: 767px){.stk-313d2a1 {margin-bottom:0px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-313d2a1-column\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-86011e5 stk-block-background content-info-left\" data-v=\"4\" data-block-id=\"86011e5\"><style>.stk-86011e5 {background-color:#fffffe !important;border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;box-shadow:7px 5px 30px #48497927 !important;padding-top:80px !important;padding-right:60px !important;padding-bottom:80px !important;padding-left:60px !important;z-index:3 !important;}.stk-86011e5:before{background-color:#fffffe !important;}@media screen and (min-width: 768px){.stk-86011e5 {flex:var(--stk-flex-grow, 1) 1 calc(49.3% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-86011e5 {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-86011e5 {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;padding-top:20px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}@media screen and (max-width: 767px){.stk-86011e5 {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-86011e5-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-86011e5-inner-blocks\">\n<div class=\"wp-block-stackable-image stk-block-image stk--hide-desktop stk-block stk-8e4a6cf\" data-block-id=\"8e4a6cf\"><style>.stk-8e4a6cf {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}@media screen and (max-width: 1023px){.stk-8e4a6cf .stk-img-wrapper{width:100% !important;height:100% !important;}}<\/style><figure><span class=\"stk-img-wrapper stk-image--shape-stretch\"><img loading=\"lazy\" decoding=\"async\" class=\"stk-img wp-image-8164\" src=\"\/wp-content\/uploads\/2026\/01\/shutterstock_2193785983-scaled.jpg\" width=\"2560\" height=\"1707\" alt=\"Pilastri in cemento armato in un cantiere, controluce al tramonto\" srcset=\"\/wp-content\/uploads\/2026\/01\/shutterstock_2193785983-scaled.jpg 2560w, \/wp-content\/uploads\/2026\/01\/shutterstock_2193785983-300x200.jpg 300w, \/wp-content\/uploads\/2026\/01\/shutterstock_2193785983-1024x683.jpg 1024w, \/wp-content\/uploads\/2026\/01\/shutterstock_2193785983-768x512.jpg 768w, \/wp-content\/uploads\/2026\/01\/shutterstock_2193785983-1536x1024.jpg 1536w, \/wp-content\/uploads\/2026\/01\/shutterstock_2193785983-2048x1365.jpg 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><\/span><\/figure><\/div>\n\n\n\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-6cf54f9\" id=\"limpatto-di-accordi-migliori-e-minori-rischi\" data-block-id=\"6cf54f9\"><style>.stk-6cf54f9 {margin-bottom:0px !important;}.stk-6cf54f9 .stk-block-heading__text{font-size:36px !important;font-weight:bold !important;font-family:\"Georgia\", Sans-serif !important;}@media screen and (max-width: 1023px){.stk-6cf54f9 .stk-block-heading__text{font-size:36px !important;}}@media screen and (max-width: 767px){.stk-6cf54f9 .stk-block-heading__text{font-size:26px !important;line-height:1.2em !important;}}<\/style><h2 class=\"stk-block-heading__text\">L&#8217;impatto: accordi migliori e meno rischi<\/h2><\/div>\n\n\n\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-71f18ba\" data-block-id=\"71f18ba\"><style>.stk-71f18ba {margin-bottom:0px !important;}.stk-71f18ba .stk-block-text__text{color:#0f0e17 !important;}<\/style><p class=\"stk-block-text__text has-text-color\">Quando gli acquisti negoziano con una struttura coerente e competenze pi\u00f9 solide, l&#8217;organizzazione ottiene molto pi\u00f9 di un prezzo migliore. I team migliorano la qualit\u00e0 degli accordi, riducono i rischi evitabili e aumentano le prestazioni dei fornitori, e intanto rafforzano la propria credibilit\u00e0 verso le altre funzioni dell&#8217;azienda.<\/p><\/div>\n<\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-223e17b stk-block-background conten-img-right stk--has-background-overlay\" data-v=\"4\" data-block-id=\"223e17b\"><style>.stk-223e17b {background-image:url(\/wp-content\/uploads\/2026\/01\/shutterstock_2193785983-scaled.jpg) !important;background-position:center center !important;background-repeat:no-repeat !important;background-size:cover !important;border-top-left-radius:0px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:0px !important;overflow:hidden !important;margin-right:0% !important;}@media screen and (min-width: 768px){.stk-223e17b {flex:var(--stk-flex-grow, 1) 1 calc(50.7% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-223e17b {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-223e17b-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-223e17b-inner-blocks\"><\/div><\/div><\/div>\n<\/div><\/div>\n<\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns alignfull stk-block-columns stk-block stk-6430967 stk-block-background stk--has-background-overlay\" data-block-id=\"6430967\"><style>.stk-6430967 {background-color:#fffffe !important;background-image:url(\/wp-content\/uploads\/2025\/09\/shape-expert-coaching-left.png) !important;background-position:center left !important;background-repeat:no-repeat !important;background-size:contain !important;}.stk-6430967:before{background-color:#fffffe !important;opacity:0 !important;}@media screen and (max-width: 767px){.stk-6430967 {padding-top:0px !important;padding-bottom:60px !important;margin-bottom:0px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-6430967-column alignfull\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-5e96e62 page-width\" data-v=\"4\" data-block-id=\"5e96e62\"><style>.stk-5e96e62-container{max-width:1280px !important;min-width:auto !important;margin-right:auto !important;margin-left:auto !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-5e96e62-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-5e96e62-inner-blocks\">\n<div class=\"wp-block-stackable-columns stk-block-columns stk-block stk-6e96508 two-col-container content-right\" data-block-id=\"6e96508\"><style>.stk-6e96508 {margin-bottom:80px !important;}.stk-6e96508-column{flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 767px){.stk-6e96508 {margin-bottom:0px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-6e96508-column\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-cbc6b1e stk-block-background conten-img-left stk--has-background-overlay\" data-v=\"4\" data-block-id=\"cbc6b1e\"><style>.stk-cbc6b1e {background-image:url(\/wp-content\/uploads\/2025\/06\/shutterstock_2531720731-scaled.jpg) !important;background-position:center center !important;background-repeat:no-repeat !important;background-size:cover !important;border-top-left-radius:7px !important;border-top-right-radius:0px !important;border-bottom-right-radius:0px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;margin-right:0% !important;margin-left:0% !important;}@media screen and (min-width: 768px){.stk-cbc6b1e {flex:var(--stk-flex-grow, 1) 1 calc(50.7% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-cbc6b1e {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-cbc6b1e-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-cbc6b1e-inner-blocks\"><\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-6eebc5f stk-block-background content-info-right\" data-v=\"4\" data-block-id=\"6eebc5f\"><style>.stk-6eebc5f {background-color:#fffffe !important;border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;box-shadow:7px 5px 30px #48497927 !important;padding-top:80px !important;padding-right:60px !important;padding-bottom:80px !important;padding-left:60px !important;z-index:3 !important;}.stk-6eebc5f:before{background-color:#fffffe !important;}@media screen and (min-width: 768px){.stk-6eebc5f {flex:var(--stk-flex-grow, 1) 1 calc(49.3% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-6eebc5f {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-6eebc5f {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;padding-top:20px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}@media screen and (max-width: 767px){.stk-6eebc5f {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-6eebc5f-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-6eebc5f-inner-blocks\">\n<div class=\"wp-block-stackable-image stk-block-image stk--hide-desktop stk-block stk-cdb3ecf\" data-block-id=\"cdb3ecf\"><style>.stk-cdb3ecf {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}@media screen and (max-width: 1023px){.stk-cdb3ecf .stk-img-wrapper{width:100% !important;height:100% !important;}}<\/style><figure><span class=\"stk-img-wrapper stk-image--shape-stretch\"><img loading=\"lazy\" decoding=\"async\" class=\"stk-img wp-image-3794\" src=\"\/wp-content\/uploads\/2025\/06\/shutterstock_2531720731-scaled.jpg\" width=\"2560\" height=\"1707\" alt=\"Cinque colleghi sorridenti in un corridoio d&apos;ufficio, uno accanto all&apos;altro\" srcset=\"\/wp-content\/uploads\/2025\/06\/shutterstock_2531720731-scaled.jpg 2560w, \/wp-content\/uploads\/2025\/06\/shutterstock_2531720731-300x200.jpg 300w, \/wp-content\/uploads\/2025\/06\/shutterstock_2531720731-1024x683.jpg 1024w, \/wp-content\/uploads\/2025\/06\/shutterstock_2531720731-768x512.jpg 768w, \/wp-content\/uploads\/2025\/06\/shutterstock_2531720731-1536x1024.jpg 1536w, \/wp-content\/uploads\/2025\/06\/shutterstock_2531720731-2048x1365.jpg 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><\/span><\/figure><\/div>\n\n\n\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-e5a3279\" id=\"influenza-i-risultati-garantisci-valore-e-proteggi-lazienda-attraverso\" data-block-id=\"e5a3279\"><style>.stk-e5a3279 {margin-bottom:0px !important;}.stk-e5a3279 .stk-block-heading__text{font-size:36px !important;font-weight:bold !important;font-family:\"Georgia\", Sans-serif !important;}@media screen and (max-width: 1023px){.stk-e5a3279 .stk-block-heading__text{font-size:36px !important;}}@media screen and (max-width: 767px){.stk-e5a3279 .stk-block-heading__text{font-size:26px !important;line-height:1.2em !important;}}<\/style><h2 class=\"stk-block-heading__text\">Come influenzare i risultati, garantire valore e proteggere l&#8217;azienda:<\/h2><\/div>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Una preparazione pi\u00f9 strategica e un&#8217;esecuzione disciplinata<\/li>\n\n\n\n<li>Trattative costruite sul valore, non solo sul costo<\/li>\n\n\n\n<li>Una gestione pi\u00f9 solida delle relazioni con i fornitori e della <a href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/\">leva negoziale<\/a><\/li>\n\n\n\n<li>Un uso pi\u00f9 efficace dei dati sui fornitori e della pianificazione della trattativa<\/li>\n\n\n\n<li>Un migliore allineamento interno e pi\u00f9 influenza sulle altre funzioni<\/li>\n\n\n\n<li>Una pianificazione pi\u00f9 accurata di rischi, resilienza e scenari all&#8217;interno delle trattative<\/li>\n\n\n\n<li>Aspettative pi\u00f9 chiare sulle prestazioni e responsabilit\u00e0 definite negli accordi negoziati<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<div class=\"wp-block-stackable-button-group stk-block-button-group stk-block stk-f61c4d2\" data-block-id=\"f61c4d2\"><style>.stk-f61c4d2 {margin-top:20px !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-button-group\">\n<div class=\"wp-block-stackable-button stk-block-button stk-block stk-371301b\" data-block-id=\"371301b\"><style>.stk-371301b {margin-top:0px !important;}.stk-371301b .stk-button{background:#f5d9cf !important;}.stk-371301b .stk-button:hover:after{background:#fffffe !important;opacity:1 !important;}.stk-371301b .stk-button:before{border-style:solid !important;border-color:#f5d9cf !important;}.stk-371301b .stk-button:hover:before{border-color:#f5d9cf !important;border-top-width:1px !important;border-right-width:1px !important;border-bottom-width:1px !important;border-left-width:1px !important;}.stk-371301b .stk-button__inner-text{font-size:18px !important;color:#0f0e17 !important;font-family:\"Montserrat\", Sans-serif !important;}.stk-371301b .stk-button:hover .stk-button__inner-text{color:#2b2a34 !important;}@media screen and (max-width: 1023px){.stk-371301b .stk-button__inner-text{font-size:18px !important;}}<\/style><a class=\"stk-link stk-button stk--hover-effect-lift\" href=\"https:\/\/www.scotwork.com\/it\/contattaci\/\"><span class=\"has-text-color stk-button__inner-text\">Contattaci<\/span><\/a><\/div>\n<\/div><\/div>\n<\/div><\/div><\/div>\n<\/div><\/div>\n<\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-group alignfull ans padding-20-small has-base-background-color has-background is-layout-flow wp-block-group-is-layout-flow\" style=\"margin-top:0\">\n<div class=\"wp-block-group alignwide has-global-padding is-layout-constrained wp-container-core-group-is-layout-bd3debee wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--medium);padding-right:var(--wp--preset--spacing--large);padding-bottom:var(--wp--preset--spacing--medium);padding-left:var(--wp--preset--spacing--large)\">\n<h2 class=\"wp-block-heading ans-teach-h2 has-georgia-font-family has-max-36-font-size\" style=\"padding-bottom:var(--wp--preset--spacing--x-small)\"><strong>Le cinque trappole della negoziazione con i fornitori<\/strong><\/h2>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Nella nostra esperienza con i team acquisti, alcuni errori tornano pi\u00f9 spesso di altri e rendono la trattativa pi\u00f9 stretta, pi\u00f9 tardiva e pi\u00f9 reattiva del necessario. Sono i cinque temi dell&#8217;eBook di Scotwork dedicato alla negoziazione negli acquisti.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">1. Ridurre la trattativa al prezzo<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Quando una sola variabile occupa tutta la conversazione, restano inutilizzati molti strumenti negoziali. Rischio, continuit\u00e0, flessibilit\u00e0 e valore della relazione spesso contano pi\u00f9 del prezzo, ma la trattativa non si allarga abbastanza da tenerne conto.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">2. Non capire le priorit\u00e0 del fornitore<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Chi guarda solo ai propri obiettivi interni perde l&#8217;occasione di scambiare. Conoscere obiettivi, vincoli e leve commerciali del fornitore permette di riformulare le proposte e di trovare valore per entrambe le parti.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">3. Chiedere soltanto di \u201cmigliorare l&#8217;offerta\u201d<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Sembra una negoziazione, ma lascia al fornitore il controllo della discussione. Una proposta chiara, costruita sull&#8217;analisi di mercato, d\u00e0 una direzione alla trattativa e una base per i movimenti delle parti.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">4. Entrare in gioco quando resta solo il prezzo<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Se gli acquisti arrivano alla fine, perimetro e aspettative sono gi\u00e0 fissati e gli elementi da scambiare sono spariti. Prima entra in gioco la funzione, pi\u00f9 opzioni ha per incidere sul risultato.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">5. Accettare troppo presto il potere del fornitore<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Anche in situazioni di monopolio o di offerta limitata lo spazio di manovra \u00e8 spesso pi\u00f9 ampio di quanto sembri: fornitori alternativi, riprogettazione del prodotto, tecnologie affini, approvvigionamenti futuri e leve interne.<\/p>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">L&#8217;eBook completo, per ora disponibile in inglese: <a href=\"https:\/\/www.scotwork.com\/wp-content\/uploads\/2026\/08\/Procurement-Negotiation-Pitfalls.pdf\">Top 5 Procurement Negotiation Pitfalls<\/a>.<\/p>\n\n\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group alignfull ans padding-20-small has-base-background-color has-background is-layout-flow wp-block-group-is-layout-flow\" style=\"margin-top:0\">\n<div class=\"wp-block-group alignwide has-global-padding is-layout-constrained wp-container-core-group-is-layout-bd3debee wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--medium);padding-right:var(--wp--preset--spacing--large);padding-bottom:var(--wp--preset--spacing--medium);padding-left:var(--wp--preset--spacing--large)\">\n<h2 class=\"wp-block-heading ans-teach-h2 has-georgia-font-family has-max-36-font-size\" style=\"padding-bottom:var(--wp--preset--spacing--x-small)\"><strong>Il percorso di formazione per buyer e team acquisti<\/strong><\/h2>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Ogni corso si inserisce in un percorso. Questi sono i passi che proponiamo pi\u00f9 spesso a un ufficio acquisti; il catalogo completo \u00e8 nella pagina dei <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/\">corsi di negoziazione<\/a>.<\/p>\n\n\n\n<ul style=\"line-height:1.7\" class=\"wp-block-list has-montserrat-font-family has-small-font-size\">\n<li><strong>Misurare il punto di partenza.<\/strong> L&#8217;<a href=\"https:\/\/www.scotwork.com\/it\/capability-survey\/\">Assessment sulle capacit\u00e0 di negoziazione (N.S.C.S.)<\/a> mostra dove il team perde valore e cosa sistemare per primo; il <a href=\"https:\/\/www.scotwork.com\/it\/profilazione-delle-preferenze-comportamentali\/\">Profilo comportamentale di negoziazione<\/a> fa lo stesso per ogni singolo negoziatore.<\/li>\n\n<li><strong>Le basi per i buyer meno esperti.<\/strong> Il <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/negotiating-foundation-workshop-corso-di-negoziazione\/\">Negotiating Foundation Workshop<\/a>, una giornata in presenza o due mezze giornate online, solo come corso aziendale: allinea i junior allo stesso linguaggio dei colleghi gi\u00e0 formati con A.N.S.<\/li>\n\n<li><strong>Il corso centrale.<\/strong> <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/ans-corso-avanzato-di-negoziazione\/\">Advancing Negotiation Skills (A.N.S.)<\/a>: tre giornate per imparare a preparare e condurre ogni trattativa con i fornitori.<\/li>\n\n<li><strong>Le trattative pi\u00f9 difficili.<\/strong> <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/ans-corso-avanzato-di-negoziazione-2\/\">Advancing Negotiation Skills II: Next Level<\/a>, due giornate per chi ha gi\u00e0 frequentato A.N.S.<\/li>\n\n<li><strong>Per chi guida la funzione.<\/strong> <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/masters-corso-di-negoziazione-strategica\/\">Negotiation for Leaders<\/a>, tre giornate per responsabili acquisti e dirigenti: strategia, accordi complessi con pi\u00f9 parti, guida del team negoziale. Il requisito \u00e8 A.N.S.<\/li>\n\n<li><strong>Dopo l&#8217;aula.<\/strong> Lo <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/scotwork-toolbox-la-cassetta-degli-attrezzi-per-la-negoziazione\/\">Scotwork Toolbox<\/a> per ripassare e preparare le trattative, e il <a href=\"https:\/\/www.scotwork.com\/it\/consulenza-in-negoziazione\/\">supporto alla negoziazione<\/a> sulle trattative in corso.<\/li>\n<\/ul>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Lavorate anche con chi vende? La pagina sulla <a href=\"https:\/\/www.scotwork.com\/it\/competenze-di-negoziazione-nelle-vendite\/\">negoziazione nelle vendite<\/a> mostra il corso dal lato opposto del tavolo.<\/p>\n\n\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group alignfull ans padding-20-small has-base-background-color has-background is-layout-flow wp-block-group-is-layout-flow\" style=\"margin-top:0\">\n<div class=\"wp-block-group alignwide has-global-padding is-layout-constrained wp-container-core-group-is-layout-bd3debee wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--medium);padding-right:var(--wp--preset--spacing--large);padding-bottom:var(--wp--preset--spacing--medium);padding-left:var(--wp--preset--spacing--large)\">\n<h2 class=\"wp-block-heading ans-teach-h2 has-georgia-font-family has-max-36-font-size\" style=\"padding-bottom:var(--wp--preset--spacing--x-small)\"><strong>In azienda o in edizione Open a Milano<\/strong><\/h2>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\"><strong>Corso aziendale.<\/strong> Per un gruppo dello stesso ufficio acquisti o della stessa organizzazione. Prima del corso parliamo con voi e con i partecipanti per capire quali trattative affrontano con i fornitori, e scegliamo casi ed esercitazioni sulle loro problematiche. Il corso si tiene nella sede che preferite, in italiano o in inglese, ed \u00e8 disponibile anche in versione virtuale, in 4 sessioni.<\/p>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\"><strong>Edizione Open.<\/strong> Per chi vuole iscrivere anche un solo buyer. Le <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/corso-di-negoziazione-milano\/\">edizioni Open si tengono nella nostra sede di Milano<\/a>, in italiano o in inglese, con partecipanti di aziende e settori diversi. Date e iscrizioni sono nel calendario dei corsi.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\" style=\"font-style:normal;font-weight:700\"><a href=\"https:\/\/www.scotwork.com\/it\/prenotazione-corsi\/\">Vedi le prossime date \u203a<\/a><\/p>\n\n\n<\/div>\n<\/div>\n\n\n\n<style>div.wp-block-group.sw-li-wrap{max-width:1200px;margin:0 auto !important;padding:48px 20px 8px !important;box-sizing:border-box}.sw-li-wrap .sw-li-title{font-family:Georgia,serif;font-size:2.2rem;line-height:1.2;font-weight:700;text-align:center;margin:0 0 8px}.sw-li-wrap .sw-li-sub{font-family:Montserrat,sans-serif;text-align:center;margin:0 0 28px;font-size:1rem}div.wp-block-group.sw-li-track{display:flex;gap:24px;overflow-x:auto;scroll-snap-type:x mandatory;padding:4px 4px 20px !important;-webkit-overflow-scrolling:touch;scrollbar-width:thin;margin:0}.sw-li-track .sw-li-card{flex:0 0 calc((100% - 48px) \/ 3);scroll-snap-align:start;background:#fff;border:1px solid #e4e1dc;border-radius:14px;padding:24px;margin:0;box-sizing:border-box;display:flex;flex-direction:column;font-family:Montserrat,sans-serif;font-style:normal;quotes:none}.sw-li-track .sw-li-card:first-child{margin-left:auto}.sw-li-track .sw-li-card:last-child{margin-right:auto}.sw-li-track .sw-li-card::before,.sw-li-track .sw-li-card::after{content:none;display:none}.sw-li-track .sw-li-card p{font-size:.95rem;line-height:1.65;color:#0f0e17;font-style:normal;margin:0 0 12px}.sw-li-track .sw-li-card p.sw-li-tr{font-size:.9rem;color:#4a4852}.sw-li-track .sw-li-card cite{display:block;margin-top:auto;padding-top:4px;font-style:normal;font-size:.8rem;line-height:1.5;color:#6b6873}.sw-li-track .sw-li-card cite strong{font-weight:600;font-size:.9rem;color:#2b2a34}.sw-li-track .sw-li-card cite a{color:inherit;text-decoration:underline}@media (max-width:1000px){.sw-li-track .sw-li-card{flex-basis:calc((100% - 24px) \/ 2)}}@media (max-width:640px){.sw-li-track .sw-li-card{flex-basis:86%}.sw-li-wrap .sw-li-title{font-size:1.7rem}}<\/style>\n\n\n\n<div class=\"wp-block-group sw-li-wrap is-layout-flow wp-block-group-is-layout-flow\">\n<h2 class=\"wp-block-heading sw-li-title\">Cosa dicono le aziende<\/h2>\n\n\n\n<div class=\"wp-block-group sw-li-track is-layout-flow wp-block-group-is-layout-flow\">\n<blockquote class=\"wp-block-quote sw-li-card is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"wp-block-paragraph\">\u00abUn lavoro concreto, centrato sulla negoziazione che si affronta ogni giorno: scelte, compromessi, costruzione del valore, gestione delle leve. [\u2026] Questo secondo step \u00e8 un passo in avanti verso un linguaggio comune e una cultura della negoziazione condivisa all&#8217;interno dell&#8217;azienda.\u00bb<\/p>\n<cite><strong>PHOENIX Pharma Italia<\/strong>, Advancing Negotiation Skills per i Buyer del Commercial &amp; Marketing, giugno 2026 \u00b7 <a href=\"https:\/\/www.linkedin.com\/posts\/wephoenix-wechange-ugcPost-7472207691856404480-Gb0h\/\" target=\"_blank\" rel=\"noopener\">Leggi il post su LinkedIn<\/a><\/cite><\/blockquote>\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group alignfull sec-cap-sur ans has-contrast-background-color has-background has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" style=\"margin-top:0;margin-bottom:0;--triangle-color:#a2d9d8\">\n<div class=\"wp-block-group mw-974 is-layout-flow wp-block-group-is-layout-flow\">\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-4d169070 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"padding-right:var(--wp--preset--spacing--x-small);padding-bottom:var(--wp--preset--spacing--x-small);padding-left:0\">\n<p class=\"has-base-color has-text-color has-link-color has-montserrat-font-family has-x-small-font-size wp-elements-5 wp-block-paragraph\" style=\"font-style:normal;font-weight:800;line-height:1.5\">VALUTA LE COMPETENZE DEL TEAM<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-base-color has-text-color has-link-color has-georgia-font-family has-max-48-font-size wp-elements-6\" style=\"margin-top:0;line-height:1.1\"><strong>Scoprite quanto possono migliorare i vostri negoziatori<\/strong><\/h2>\n\n\n\n<p class=\"has-base-color has-text-color has-link-color wp-elements-7 wp-block-paragraph\">Vi siete mai chiesti quanto sia efficace il vostro team o la vostra organizzazione nella negoziazione? Sono al di sopra o al di sotto delle migliori pratiche comprovate? Dove perdono valore o rischiano relazioni preziose? Quali sono le loro priorit\u00e0: cosa bisogna sistemare per primo?<\/p>\n\n\n\n<p class=\"has-base-color has-text-color has-link-color wp-elements-8 wp-block-paragraph\">Il nostro assessment online sulle capacit\u00e0 di negoziazione vi indica come massimizzare immediatamente e costantemente le prestazioni dei negoziatori.<\/p>\n\n\n\n<div class=\"wp-block-stackable-button-group stk-block-button-group stk-block stk-d254bfb\" data-block-id=\"d254bfb\"><style>.stk-d254bfb {margin-top:20px !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-button-group\">\n<div class=\"wp-block-stackable-button stk-block-button stk-block stk-e13b7f1\" data-block-id=\"e13b7f1\"><style>.stk-e13b7f1 {margin-top:0px !important;}.stk-e13b7f1 .stk-button{background:#daf2f3 !important;}.stk-e13b7f1 .stk-button:hover:after{background:#2b2a34 !important;opacity:1 !important;}.stk-e13b7f1 .stk-button:before{border-style:solid !important;border-color:#daf2f3 !important;}.stk-e13b7f1 .stk-button:hover:before{border-color:#daf2f3 !important;border-top-width:1px !important;border-right-width:1px !important;border-bottom-width:1px !important;border-left-width:1px !important;}.stk-e13b7f1 .stk-button__inner-text{font-size:18px !important;color:#0f0e17 !important;}.stk-e13b7f1 .stk-button:hover .stk-button__inner-text{color:#fffffe !important;}@media screen and (max-width: 1023px){.stk-e13b7f1 .stk-button__inner-text{font-size:18px !important;}}<\/style><a class=\"stk-link stk-button stk--hover-effect-lift\" href=\"https:\/\/www.scotwork.com\/it\/capability-survey\/\"><span class=\"has-text-color stk-button__inner-text\">Per saperne di pi\u00f9<\/span><\/a><\/div>\n<\/div><\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-container-core-column-is-layout-19d5eb34 wp-block-column-is-layout-flow\" style=\"padding-right:0;padding-bottom:var(--wp--preset--spacing--x-small)\">\n<p class=\"has-base-color has-text-color has-link-color has-montserrat-font-family has-x-small-font-size wp-elements-9 wp-block-paragraph\" style=\"font-style:normal;font-weight:800\">STILE COMPORTAMENTALE<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-base-color has-text-color has-link-color has-georgia-font-family has-max-48-font-size wp-elements-10\" style=\"margin-top:0;margin-bottom:3px;line-height:1.1\"><strong>Sbloccate il vostro pieno potenziale negoziale<\/strong><\/h2>\n\n\n\n<p class=\"has-base-color has-text-color has-link-color wp-elements-11 wp-block-paragraph\">Qual \u00e8 il tuo stile naturale di negoziazione? Questo stile influenza il modo in cui negoziamo, rendendo alcuni aspetti naturali e altri pi\u00f9 impegnativi.<\/p>\n\n\n\n<p class=\"has-base-color has-text-color has-link-color wp-elements-12 wp-block-paragraph\">Il nostro modello di profilazione evidenzia il tuo approccio preferito per consentirti di adattarti e diventare un negoziatore pi\u00f9 versatile.<br><\/p>\n\n\n\n<div style=\"height:7.5%\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-stackable-button-group stk-block-button-group stk-block stk-6835bcd\" data-block-id=\"6835bcd\"><style>.stk-6835bcd {margin-top:20px !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-button-group\">\n<div class=\"wp-block-stackable-button stk-block-button stk-block stk-c916cc0\" data-block-id=\"c916cc0\"><style>.stk-c916cc0 {margin-top:0px !important;}.stk-c916cc0 .stk-button{background:#daf2f3 !important;}.stk-c916cc0 .stk-button:hover:after{background:#2b2a34 !important;opacity:1 !important;}.stk-c916cc0 .stk-button:before{border-style:solid !important;border-color:#daf2f3 !important;}.stk-c916cc0 .stk-button:hover:before{border-color:#daf2f3 !important;border-top-width:1px !important;border-right-width:1px !important;border-bottom-width:1px !important;border-left-width:1px !important;}.stk-c916cc0 .stk-button__inner-text{font-size:18px !important;color:#0f0e17 !important;}.stk-c916cc0 .stk-button:hover .stk-button__inner-text{color:#fffffe !important;}@media screen and (max-width: 1023px){.stk-c916cc0 .stk-button__inner-text{font-size:18px !important;}}<\/style><a class=\"stk-link stk-button stk--hover-effect-lift\" href=\"https:\/\/www.scotwork.com\/it\/profilazione-delle-preferenze-comportamentali\/\"><span class=\"has-text-color stk-button__inner-text\"> Per saperne di pi\u00f9<\/span><\/a><\/div>\n<\/div><\/div>\n<\/div>\n<\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n<\/div>\n<\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-group alignfull ans padding-20-small has-base-background-color has-background is-layout-flow wp-block-group-is-layout-flow\" style=\"margin-top:0\">\n<div class=\"wp-block-group alignwide has-global-padding is-layout-constrained wp-container-core-group-is-layout-bd3debee wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--medium);padding-right:var(--wp--preset--spacing--large);padding-bottom:var(--wp--preset--spacing--medium);padding-left:var(--wp--preset--spacing--large)\">\n<h2 class=\"wp-block-heading ans-teach-h2 has-georgia-font-family has-max-36-font-size\" style=\"padding-bottom:var(--wp--preset--spacing--x-small)\"><strong>Domande frequenti sul corso di negoziazione per buyer<\/strong><\/h2>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">Esiste un corso di negoziazione specifico per buyer?<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">S\u00ec. Per buyer e team acquisti Scotwork propone <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/ans-corso-avanzato-di-negoziazione\/\">Advancing Negotiation Skills (A.N.S.)<\/a>, il corso pensato per chiunque negozi come parte del proprio lavoro: tre giornate consecutive, in italiano o in inglese. Nel corso aziendale casi ed esercitazioni si costruiscono sulle problematiche del vostro team acquisti; nell&#8217;edizione Open a Milano i buyer lavorano con partecipanti di aziende e funzioni diverse.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">Quanto dura il corso e in che formato si svolge?<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Tre giornate consecutive in presenza, in italiano o in inglese. Il corso aziendale \u00e8 disponibile anche in versione virtuale, in 4 sessioni. In entrambi i formati oltre l&#8217;80% del tempo \u00e8 dedicato alle esercitazioni pratiche.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">Si pu\u00f2 fare il corso sui casi del nostro settore?<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">S\u00ec, nel corso aziendale. Prima del corso parliamo con voi e con i partecipanti per capire quali trattative affrontano con i fornitori, e scegliamo casi ed esercitazioni costruiti sulle problematiche del vostro settore e del vostro ufficio acquisti. Lavoriamo con team acquisti di molti settori, dal <a href=\"https:\/\/www.scotwork.com\/it\/negoziazione-per-il-settore-retail\/\">retail<\/a> al <a href=\"https:\/\/www.scotwork.com\/it\/negoziazione-per-il-settore-alimentare-e-delle-bevande\/\">food e beverage<\/a>. Nell&#8217;edizione Open a Milano, invece, si lavora con partecipanti di aziende e settori diversi.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">Si pu\u00f2 iscrivere un solo buyer?<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">S\u00ec, all&#8217;edizione Open a Milano, che riunisce partecipanti di aziende e settori diversi, in italiano o in inglese. Date e iscrizioni sono nel <a href=\"https:\/\/www.scotwork.com\/it\/prenotazione-corsi\/\">calendario dei corsi<\/a>.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">Come si negozia un aumento di prezzo con un fornitore?<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Prima di accettare o di minacciare di cambiare fornitore, conviene capire che cosa spinge la richiesta e chiedere al fornitore di scomporla: spesso l&#8217;aumento riguarda soprattutto l&#8217;energia, non tutti i costi. Poi si misura quanto vale per voi quel fornitore e si scambia, concedendo qualcosa che a lui costa poco, come ordini accorpati o tempi pi\u00f9 prevedibili, in cambio di un aumento pi\u00f9 contenuto o rinviato. Ne parliamo nell&#8217;articolo <a href=\"https:\/\/www.scotwork.com\/it\/blog\/aumento-prezzi-fornitori-come-negoziare\/\">Come gli aumenti di prezzo mettono alla prova il rapporto con i fornitori<\/a>.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">Il nostro team ha livelli di esperienza diversi: da dove partiamo?<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Dall&#8217;<a href=\"https:\/\/www.scotwork.com\/it\/capability-survey\/\">Assessment sulle capacit\u00e0 di negoziazione (N.S.C.S.)<\/a>, che mostra punti di forza e lacune del team. Ai buyer meno esperti si pu\u00f2 proporre il <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/negotiating-foundation-workshop-corso-di-negoziazione\/\">Negotiating Foundation Workshop<\/a>; per chi ha gi\u00e0 frequentato A.N.S. il passo successivo \u00e8 <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/ans-corso-avanzato-di-negoziazione-2\/\">A.N.S. II Next Level<\/a>.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">Come si misura il ritorno della formazione?<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Con la Rilevazione del ROI a 90 giorni: un questionario che i partecipanti compilano tre mesi dopo il corso e che misura valore degli accordi, margini protetti e risparmi ottenuti. Secondo le risposte dei partecipanti, il corso rende in media 16,08 volte il proprio costo entro tre mesi.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">Quanto costa?<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">L&#8217;edizione Open a Milano costa 3.750 \u20ac + IVA a partecipante. Il prezzo del corso aziendale dipende dal numero di partecipanti, dalla lingua, dalla sede e dai servizi richiesti prima e dopo il corso: per un preventivo <a href=\"https:\/\/www.scotwork.com\/it\/contattaci\/\">contattaci<\/a>.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">Si riceve un attestato?<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">S\u00ec, al termine del corso si riceve un attestato di partecipazione Scotwork da aggiungere al profilo LinkedIn.<\/p>\n\n\n<\/div>\n<\/div>\n\n\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Il corso in breve Perch\u00e9 la negoziazione negli acquisti \u00e8 importante Gli acquisti negoziano nel punto in cui si incontrano risultati commerciali, continuit\u00e0 operativa e gestione del rischio. Ogni accordo con i fornitori incide su costi, valore, resilienza, conformit\u00e0 e risultati nel lungo periodo, e anche una piccola concessione pu\u00f2 creare rischi rilevanti pi\u00f9 avanti&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"class_list":["post-7010","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Corso di negoziazione per buyer e procurement | Scotwork<\/title>\n<meta name=\"description\" content=\"Corso di negoziazione per buyer e team acquisti: Advancing Negotiation Skills in 3 giornate, in azienda o Open a Milano, in italiano o in inglese.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, 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