Purchasing Negotiations Workshop

Introduction

Negotiation is a key skill for success in modern business; some business people say an essential skill. It is everyday activities that all of us engage regularly, but that a few people excel at and are able to use to their advantage. This workshop explores the process and practices of negotiating and helps delegates to develop and refine their skills in a no-risk environment so that they can negotiate successfully in all situations. Delegates will learn how to:

• Achieve what you want without damaging relationships
• Recognize and use different Negotiation styles and counter styles
• Deal with emotional and irrational situations
• How and when to use leverage and power
• Negotiate with different cultures
• Break down entrenched positions
• Avoid being beaten in negotiations

Objectives

By the end of this course participants will be able to:

• Understand their own personal preferred negotiation style
• Gain insights into the negotiation process
• Create action plans for critical negotiations
• Develop and practice their skills with role-playing examples
• Examine example negotiations

Target Audience

• Anyone working with salesmen
• Anyone dealing with external suppliers
• Anyone working with contractors
• Anyone working with internal partners and colleagues
• Salesmen wanting to understand how Buyers negotiate
• Anyone interested in practicing and improving their negotiation skills

Purchasing & Logistics Outline

The course covers the following topics:

The process and practices of Negotiation in Purchasing

• When and how do we negotiate?
• The role of negotiation and other approaches in Purchasing
• World-class negotiation practices
• Negotiation role-play
• Characteristics of successful negotiations
• Game theory

Preparing to Negotiate

• What do we want to achieve?
• Realistic objectives and outcomes
• Understanding the other side
• Cross-cultural negotiations
• The science of personal negotiation
• Strategies and tactics for different suppliers
• Managing conflict in a productive manner

Strategic Planning for Team Negotiations

• Team roles and practice in negotiation
• Understanding team dynamics
• Examples of success and failure in negotiation
• Group role-playing negotiation
• Open questions and closing techniques
• Red Blue exercise

Negotiating for Results

• Overcoming blockers and objections
• Characteristics of an effective negotiator
• Negotiation exercises
• Verbal and non-verbal communication
• Rational and emotional approaches
• Use of props and design of the environment

Planning and Implementing Successful Negotiations

• Final negotiation practice and review
• Long-distance negotiation
• Lessons from the best-performing companies
• Creativity techniques for creating options
• Developing action plans for immediate implementation
• Reviewing and improving negotiation skills