Negotiation Skills For Purchasing and Procurement Workshop

In the world of business, there are negotiations and then there are negotiations. On one hand, there is a simple negotiation for commodities and services where factors like price, terms and delivery are easy to define and the outcome of the process is almost predetermined.

However, in today‘s hypercompetitive global economy, the scope and significance of negotiation can involve intense, high-stakes interactions revolving around a series of complex issues affecting multiple parties. When facing these more sophisticated situations, negotiators need highly developed negotiation skills and strategies to guide them through the intensive five-step process that is often the difference between getting what you want and settling for what the other side will give you.

In today’s super-competitive economy, both your company and your suppliers will be angling for the best deals they can negotiate. Here's how both can win! Suppliers are frequently far better trained with negotiation skills than the purchasers (procurement personnel) who deal with them.

This one or two-day, hands-on Negotiation Skills Workshop helps restore the advantage to the purchasing or procurement professional. As a result of taking this course, you will gain insight into your own negotiating strengths and weaknesses, learn how to structure your own strategic and tactical negotiating "master plan," and practice negotiating using real life, real time scenarios to help you sharpen your negotiation skills.

On-Site Training: Can be tailored to the needs of the client organization and delivered on-site at a time and location of the clients choice. Many of the skills learned in this class are also covered in our public Win-Win Negotiations workshop.

Objectives:

Participants will learn to:

• Gain new negotiations insight into suppliers' bargaining tactics.
• Identify each type of bargaining and negotiations "platform."
• Learn how to plan thier negotiations in five distinct phases.
• Establish negotiation targets and objectives.
• Determine critical facts about thier supplier.
• Make power and influence work for them and not against-them.
• Different types of bargaining and giving and taking concessions.
• Developing a negotiation plan that is simple, but highly effective.
• Prepare for negotiations to have as much information as possible.
• Use negotiations strategy and tactics techniques for turning opponents into allies.