Shift Kognition Procurement: surviving purchasing and legal without sacrificing your deal
AvancéThe deal is technically won, the champion is convinced — and everything starts dying slowly in the hands of procurement, legal, and security. This program decodes the least taught final stretch of B2B sales: the psychology of the professional buyer (anchoring, BATNA bluffing, deadline pressure, information asymmetry), the business mechanics (TCO, payment terms, redlines, vendor risk), and the AI levers (contract analysis, negotiation prep, buyer simulation, automated security questionnaires) to get through procurement without crushing your margin. Give-get matrix, concession plan, AI prompts, and the ready-to-use SHIELD framework.
Competency domains
Vente & NégociationPsychologie & NeurosciencesIntelligence ArtificielleBusiness & Entrepreneuriat
Skills acquired
Course chapters
1Procurement : là où les deals gagnés viennent mourir2Psychologie de l'acheteur professionnel : décoder les tactiques pour les neutraliser?Quiz : Fondamentaux psychologiques du procurement
Quiz
4Techniques : engagement précoce, give-get et gestion des redlines5Business : TCO, conditions de paiement et économie réelle des concessions6IA : analyser les contrats, simuler l'acheteur, automatiser la sécurité7Le framework SHIELD : la traversée du procurement, assemblée pas à pas?Quiz final : Shift Kognition ProcurementQuiz