Your Situation
Negotiating with suppliers is a key activity for all purchasing staff. Your skill as a negotiator may prevent losses and increase the gains for you and your organization.
In fact, excellent negotiating ability is the most important skill every buyer should be a master of. Sharpening your negotiating competencies is the best way to a better deal
Your Benefit
On completion of this training course, delegates will have learned how to:
- Adopt the Harvard Concept as an effective approach for negotiations
- Improve their negotiation skills in typical negotiation scenarios (one to one, in a team, multi-party, at the telephone, e-bidding…)
- Strengthen their position in critical negotiations ( e.g. negotiating with monopolists or unknown target price)
Contents
Preparing and Planning a Negotiation- Preparing yourself, preparing facts & figures
- Negotiation plan - choosing a negotiation strategy
- Setting the ground
- Asking the right questions in the right way
- Making a proposal and responding to a proposal
- Responding to ploys and repelling attacks
- Understanding body language
- Moving to close /Overcoming last minute hesitation
- Handling breakdowns
- Encouraging closure and make the deal