Fundamentals of Negotiation | In House
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Fundamentals of Negotiation - 1 day course for purchasing personnel
This course clearly defines negotiation and how better deals can be obtained when purchasing materials, equipment and services.
Attendees are taught in detail how to prepare for a negotiation and are provided with basic techniques to achieve their identified objectives and targets.
With detailed input from the course presenter, desk-top and syndicate exercises, attendees will leave with the confidence to conduct negotiations by telephone, virtually or on a face to face basis.
Upcoming start dates
Suitability - Who should attend?
Intended for purchasing personnel who are new to the function or those with limited experience of negotiation. It is also suitable for other company personnel who have responsibility for buying and negotiation but are not part of the purchasing function.
Outcome / Qualification etc.
Attendees will gain a 'CPD' (Continuing Professional Development) as the course is accredited by CPD.
Training Course Content
What is Negotiation?
What is Negotiation? Differences between genuine Negotiation and Alternatives, Options and Discussions / Beware the Salesperson’s Tricks! / Is Negotiation really about Win-Win or Win-Lose?
Key Phases of Negotiation
Recognising and Managing the Key Phases / Preparation / Opening / Debating / Moving / Agreeing / Reviewing.
Preparing For a Negotiation
PMS Negotiation Preparation Worksheet / Treatment of Numerical Data / Identifying Strengths and Weaknesses / Defining Variables / Setting Objectives / Identifying and Using Concessions / Strategy.
Negotiating Process
The Negotiating Arena / Home or Away? / Opening / Order of Subject Matter / Use of Targets / Tactics & Techniques / Applying Pressure / Use of Language / Being Positive / Creating Movement / Persuade rather than Demand / Linking Movement / Breaking an Impasse.
Negotiating Process
Opening Techniques / Lateral or Vertical Negotiation? / Variables - Major to Minor? / Drip-feed Persuaders / Repetition / Linking a Concession to get Movement / Using 'Either'/'Or' Statements / Never Devalue Offers / Under Pressure? Switch Ground! / Move in Small Increments / Never say 10%, 15%, 20%! / Compromise / Conditional Agreements / Sacrificial Links . Biased Summary / 'Thank & Bank' / Closing Techniques.
Body Language
How Behavioural Aspects Can Enhance or Enhance or Under-mine Your Message / Positive Body Language / Eye Contact / Facial Expressions / Gestures / Tone of Voice / Posture.
Expenses
Contact Purchasing Management Services for further information.
Request information - obligation free
Reviews by course attendees
Average rating 5
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Purchasing Management Services - Training Courses in Purchasing, Store and Stock Control
Practical skills for immediate payback in your working environment - This is what PMS - Purchasing Management Services aims to achieve with every course. As a leading provider of purchasing, stores/warehouse and stock control training for purchasing and supply chain...
Bible for supply chain personnel, very recommended. Enjoyed every moment and left the training with increased motivation , clear guidelines and practical advice.