Negotiation is one of the core skills of business, essential for success in dealings with customers, suppliers and co-workers. Most negotiation training focuses on sales. This course studies the key issues in negotiation relating to procurement and sourcing, including negotiating with both suppliers and colleagues.

WHO SHOULD ATTEND

This course is designed for buyers, managers, technical specifiers and sales people wishing to gain an insight into the art and science of procurement negotiation. The course is designed to be applicable to all personnel engaging in contact with suppliers, or taking part in the management of suppliers.

COURSE PROFILE

• Key issues in Negotiations
• Negotiation approaches

                          -    Win-win and win-lose negotiations

                          -    One-off negotiations

                          -    Repeated negotiations

                          -    Preferred styles

• Negotiation Priorities

                          -    BATNA – best alternative to negotiated agreement

                          -    Needs, wants and nice to have elements

                          -    Price  and other issues

                          -    Interests and positions

• The process of negotiation

                          -    Influencing internally and externally

                          -    Team negotiation roles

                          -    Controlling time and the environment

                          -    Sales ploys and how to manage them

• Crunch points
• The body clock and circadian rhythms
• How to manage closing techniques
• Verbal and non-verbal clues
• Negotiating from a weak position

                          -    Brainstorming option and scenarios

                          -    Leveraging your position

• Planning your next negotiation
• After the negotiation – ensuring delivery
• Case Studies

                          -    Ryanair

 

SKILLS ATTAINED

At the end of the course delegates will be able to:

• Understand the key issues in negotiation
• Develop an action plan for negotiations
• Develop tactics to counter sales ploys
• Agree strategies and tactics with key stakeholders
• Achieve the best results in their negotiations