Course description
This course uncovers the process, practice and psychology of negotiations for those involved in regular purchasing decisions for their organisation. Delegates will engage in role-play scenarios that will leave them with a new perspective on handling supplier relationships.
Upcoming start dates
Suitability - Who should attend?
This programme is ideal for everyone who controls purchasing budgets of any size.
Outcome / Qualification etc.
- Generate the confidence to become a great negotiator – not just an average one.
- Understand the psychological interaction between buyer and seller.
Training Course Content
- Whose side are you on?
- Understanding your responsibility to your organisation throughout the negotiation process.
- Win-win
- Everybody talks about it, but what happens when the supplier is uninterested in an outcome that suits both parties?
- Ensuring your interests are met without having to give away more than you are prepared.
- The psychology of negotiation
- Why people do what they do and how to recognise and take advantage of unusual behaviour
- Understanding the supplier’s perspective
- What are their ‘yard-sticks’?
- How do they manage their business?
- Preparation
- Establish your limits and prepare for what you will do if you can’t agree.
- Opening the negotiation
- Taking control, establishing your position and consistently achieving better outcomes.
- Conducting the negotiation
- Questioning skills and understanding how to ‘Trade’ properly.
- Closure
- Clarify the agreed points and ensure the deal sticks.
Course delivery details
This one day programme will properly prepare delegates to negotiate effectively and confidently in all purchasing situations.
Continuing Studies
Negotiation and Influencing Skills for Senior Leaders and HR Professionals
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Cosensa Learning and Development Training Courses
Cosensa Learning & Development offers training courses for professionals and organisations throughout the public, private and third sectors. All Cosensa trainers are highly qualified, with extensive experience in training and coaching. Cosensa's wide range of open courses are delivered throughout...