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Best Negotiation Skills for Procurement and Sourcing
NP6
Introduction
Negotiation is one of the core skills of business, essential for success in dealings with customers, suppliers and co-workers. This programme has been designed to study 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 professionals 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 additional 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
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After the negotiation – ensuring delivery
SKILLS
At the end of the course participants will be able to:
- Understand the key issues in negotiation
- Identifying and securing “Win – Win” results
- Develop an action plan for negotiationsne
- Effectively recognise and manage buyers’ tactics
- Develop tactics to counter sales ploys
- Agree strategies and tactics with key stakeholders
- Achieve the best results in their negotiations
- Implement key strategies to manage closing techniques
COMPETENCIES
- Communication
- Negotiation Skills
- Procurement Management
Upcoming Courses
Courses Information
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