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.

5 days

London | £3600
Dubai | $4400

19-23 Aug 19 (London) 22-26 Sep 19 (Dubai) 28 Oct-01 Nov 19 (London)

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COURSE PROFILE COMPETENCIES SKILLS / TOOLS BOOKING

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

After the negotiation – ensuring delivery

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

Communication
Negotiation Skills
Procurement Management
Purchasing


19-23 Aug 19	London	£3600
22-26 Sep 19	Dubai	$4400
28 Oct-01 Nov 19	London	£3600
09-13 Dec 19	London	£3600

VAT: Courses held in London are subject to VAT at the current rate

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