Course Methodology
This course uses a variety of interactive training methods such as role playing, videos, team exercises, individual exercises, case studies, group discussions and questionnaires.
Course Objectives
By the end of the course, participants will be able to:
- Develop effective negotiation strategies to meet the purchasing needs of the organization
- Implement negotiation strategies to maximize purchasing value and perform supplier pre-qualifications
- Discover the appropriate negotiation style for each situation
- Handle and deal with complex negotiation situations
- Manage post-negotiation activities, and build strong, long-term relationships with vendors to ensure ongoing value
Target Audience
Buyers, senior buyers, purchasing supervisors, and all other company personnel who are involved in the negotiation process.
Target Competencies
- Conducting strategic negotiation
- Understanding power dynamics in negotiations
- Improving negotiation planning skills
- Communicating with suppliers
- Dealing with difficult suppliers
- Performing supplier evaluations
Effective negotiation strategies
- Definition of purchasing
- Introduction to negotiations
- Key negotiation principles
- Analyzing buyer's needs and setting goals
- Exploring negotiation strategies
- Market analysis
Purchasing value and supplier pre-qualification
- Supplier pre-qualification process
- Application of negotiation strategies
- Maximizing purchasing value
- Negotiating contract terms
- Monitoring and evaluating negotiation outcomes
Developing a negotiating style
- Negotiation styles
- Buyer/supplier strength and weaknesses
- Bargaining versus negotiation
- Adapting your style
- Effective communication skills
- Active listening and rapport building
Dealing with complex negotiations
- Analyzing complex negotiation scenarios
- Managing power dynamics
- Cultural differences in negotiation
- Managing emotions and pressure
- Breaking deadlocks and reaching agreements
Negotiation implementation and long-term relationships
- Negotiation implementation plans
- Post-negotiation activities
- Vendor relationships
- Negotiation skills for on-going challenges
- Monitor long-term partnerships
