Successful Negotiating Skills & Strategies
For Purchasing Professionals
Practical, interactive, benefits-focused management workshop,
internationally acclaimed by materials supply and procurement managers, purchasing professionals and contract negotiators!
WHO
SHOULD ATTEND
Successful Negotiating Skills & Strategies For Purchasing Professionals workshop was designed to meet the specific negotiating, deal-making and value-creating needs of purchasing and procurement managers and professionals, both within
their organisations (with end-users, upper management and other stakeholders) and in supply and contract negotiations with other
organisations (vendors, contractors and consultants).
YOUR KEY PERSONAL BENEFITS
Quickly become a better negotiator in your professional life
Effectively negotiate with vendors, suppliers, colleagues, staff and management
Successfully negotiate consulting, procurement and outsourcing contracts
THE AIM OF THIS COURSE - ORGANIZATIONAL BENEFITS
To help your organization's Materials Supply or Procurement Department managers and professionals reach an even higher individual, team and organizational performance levels through ....
... the achievement of constructive, win-win agreements.
... more favorable outcomes of internal and external negotiations.
... individual and team mastery of negotiation knowledge and techniques.
... providing better value outcomes such as savings and the reduction of waste and purchasing of unnecessary or overpriced goods and services .
... the resolution of conflicts and improved collaboration with suppliers.
... the developemnt of long-term, value-based productive relationships with external partners and suppliers.
WHY IS THIS WORKSHOP BETTER
THAN THE REST?
AT THIS WORKSHOP YOU WILL:
Learn strategies for analysing
and preparing for your procurement negotiations
Gain skills for managing the
negotiation process
Practice negotiation skills through
case studies and role-plays
Understand alternative dispute
resolution methods
Receive feedback on your negotiation
skills
ON
COMPLETION OF THE WORKSHOP YOU WILL BE ABLE TO:
Successfully
negotiate purchases of goods and services
Reach constructive, long-term, win-win agreements with suppliers
Use various strategies and tactics
of negotiation
Identify and overcome negotiating
traps
Enhance your power in the negotiation
process
Deal with aggressive and other types of difficult negotiators
WORKSHOP PROGRAM
1. Framework of the negotiation process
Negotiation defined
6 reasons why we don't negotiate more or better
The 4 Ps of negotiation: People - Problem - Process - Power
NEGOTIATION CASE STUDY
7-steps of every negotiation
1st NEGOTIATING PRACTICE (ROLE-PLAY)
2. The BIG PICTURE or META NEGOTIATION
6 phases of business negotiations
What to negotiate first - details or framework?
Negotiating with multiple suppliers: Sequential or Simultaneous negotiations?
Setting the negotiating table - choosing the place, the time, the agenda and the rules & principles of the deal and the whole relationship
EVALUATION: What is your negotiating style?
Find out!
What are the characteristics of an effective
negotiator?
Qualities of master negotiators
NEGOTIATION CASE STUDY
4. Preparing for negotiation
Why negotiators don't prepare well enough?
Identifying the crucial or pivotal aspects of a deal
Setting & prioritising your goals (objectives)
Forward and reverse planning
Identifying stakeholders and their interests and goals
Analysing the other side: their needs, options, objectives, power base, anticipating their strategy
Drafting your 10-point negotiation plan and formulating your negotiating strategy
Identifying your options and your BATNA
NEGOTIATION CASE STUDY: Buying & implementing a company-wide IT system
5. Communicating
for success
3 types of people and how to negotiate
with them
Destructive arguments and NO-NO phrases
to avoid (negotiation killers)
How to use silence to your advantage
Body language: reading gestures, feelings,
expressions, and mannerisms
Signs of lying, deception and dishonesty - how
to spot them!
Questions and questioning
6. Power
Sources of POWER-how to get it
Aspects of POWER - how to keep and increase
your power
Buyers or sellers - who's got the advantage?
Power and leverage - when do buyers gain and when do they lose power?
The power of LOCATION: Where to negotiate, on your home ground or their ground?
2nd NEGOTIATING PRACTICE (ROLE-PLAY)
7. The games
negotiators play
Identify and neutralize the tactics and
games sellers may use on you
Use the most effective tactics to your
advantage: Escalating approval / Principal / Price-Package
/ Sudden escalation / Bait and switch / The Nibble / Peanuts
/ The Flinch / Low-balling / Deadline / Fait accompli
/ First draft / Withdrawal / The call girl /Salami / The
bottom line / The sidelining / Precedent / Pressure cooker
/ The puppy dog / Good guy-bad guy and many others
Counter-tactics - what works and what doesn't
8. Price negotiations - bargining for success
How prices are determined
How to get cheaper prices as a buyer of goods and services
Point-by-point negotiation (The PICK & CHOOSE Method)
7 important bargining rules
3rd NEGOTIATION PRACTICE
9. Improving your corporate negotiating capabilities & performance
3 levels of negotiating mastery: Price negotiations, Principled negotiations and Value negotiations
The old and the new way in purchasing: Traditional versus Vaue-based purchasing
The needs / requirements sequence
Lessons learned reviews
3 types of procurement relationships: vendor - supplier - partner
How to establish & improve partnership trust & transparancy
10. Teamwork
in negotiations
Individual vs. team negotiation- which
one to use and when
Team negotiating roles
Seven most common negotiating team problems
and how to avoid them
TEAM NEGOTIATION (ROLE-PLAY)
11. Sole source and single source negotiations
The crucial differences between "single-source" and "sole-source" negotiations
The advantages & drawbacks of Single Source agreements
Wrong reasons for ending up in a Sole Source situation
CASE STUDY (GROUPWORK): ERP system purchase planning and preparation for the contract negotiation
We
can run this workshop in-house for your employees, anywhere in the world, at the time that suits you. For a detailed TRAINING PROPOSAL, please contact us by e-mail. We are just a click away!
