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!

 
kitchen sink
 
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
  • NEGOTIATION CASE STUDY

3. Negotiating styles and MINDSETS

  • Co-operative negotiator - Combative negotiator - Principled negotiator
  • 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!