Business Programs
Supplier Negotiation Workshop
Two sessions. Four real scenarios. Live practice and group feedback. Designed for buyers at small businesses in Mexico.
What the workshop covers
The workshop focuses on four negotiation situations that arise regularly in small business supply chains in Mexico. Each scenario is practiced, observed, and debriefed by the group.
Core Workshop
Supplier Negotiation for Small Business Buyers
A two-session practical workshop for people who handle purchasing at small shops, restaurants, and auto workshops in Mexico. The workshop uses simulation — not lecture — as its primary method. Each participant practices negotiating in at least one of the four scenarios and receives structured feedback from the group.
Each simulation in detail
Unannounced price increase
You receive an invoice that is higher than the agreed price. The supplier did not notify you in advance. In this scenario, you practice how to open the conversation without escalating into conflict, how to ask for documentation or justification, and how to negotiate a path forward — whether that is a return to the previous price, a phased increase, or a documented agreement about future changes. The group observes your approach and gives feedback on what they noticed.
Volume discount that doesn't add up
A supplier offers a price reduction if you commit to a larger order. The discount looks attractive until you account for storage costs, cash tied up in inventory, and the risk of product expiry or obsolescence. In this scenario, you practice how to evaluate the real economics of the offer and how to negotiate alternative terms — smaller volumes, extended payment, or a different discount structure — that actually fit your operation.
Persistent late delivery
A supplier regularly delivers outside the agreed window. You have raised it informally before, but the pattern continues. In this scenario, you practice how to have a formal conversation about delivery reliability — how to document the problem, how to establish clear expectations, how to propose consequences for future delays, and how to do all of this without simply threatening to switch suppliers (which you may not be able to do easily).
Differential pricing by customer
You learn that another buyer — possibly a competitor or a business in your network — pays less for the same product from the same supplier. In this scenario, you practice how to raise the issue without damaging the relationship, how to understand what drives the price difference (volume, history, payment terms, negotiation), and how to make the case for a price adjustment based on your own value as a customer.
In-house sessions for teams and associations
If you have a team of buyers at your business, or if you are part of a business association or chamber that wants to offer this training to its members, we can discuss an in-house format.
In-house sessions follow the same structure — two sessions, four scenarios, live practice, group feedback — but can be adapted to focus on the specific supplier dynamics relevant to your industry or your members' businesses. The in-person format is maintained: simulation requires a room and a group.
In-house sessions are available for groups in the Xalapa and Veracruz region. Contact us to discuss your situation and whether the format is appropriate for your team.
What to expect and how to prepare
You do not need any prior training in negotiation to attend this workshop. The scenarios are designed to be accessible to people who have never thought formally about negotiation — and also useful to people who have some experience but want to practice in a structured environment.
What helps is coming with a specific situation in mind. Think about a supplier you deal with regularly — one where you feel the relationship could be more balanced, or where you have a specific issue you have been hesitant to raise. You may not use that situation directly in the workshop, but having it in mind will make the simulations more concrete for you.
The workshop is conducted in Spanish. Sessions are in person at our space in Xalapa. If you are traveling from outside Xalapa, please contact us in advance so we can coordinate timing.
Framework and first practice
- What is negotiable with small business suppliers in Mexico
- How suppliers typically structure pricing and where flexibility exists
- Preparation: what to know before the conversation
- Introduction to the four scenarios
- First practice round with group feedback
Full practice and debrief
- Full simulation rounds with all four scenarios
- Structured group debrief after each round
- Comparing first and second attempts
- Maintaining negotiated agreements over time
- Individual takeaways and next steps