Introduction

The Advanced Negotiation Skills training course explores the process of identifying, selection and negotiating with the suppliers that is vital to ensure that your organization is successful. No organization can be successful without appointing the best suppliers and ensuring that contractual agreements maximize value for money. This course will use experiences from the recent pandemic and introduce new concepts and ideas. By applying the right processes for selecting suppliers, availability and costs will be controlled, quality will improve, and organizational efficiency will increase.

Suppliers will seek to optimize their return and need to be engaged in a way that ensures an appropriate relationship for the short and long term. Having the right knowledge and skills in procurement and negotiation is essential for any organization to be successful and requires appropriate planning and preparation rather than luck and optimism.

Goals

Participants will learn:

• Selecting the right procurement strategy.
• Understanding collaboration across organizations.
• Analyzing competitive bidding processes.
• Practicing negotiation skills.
• Administration of the procurement process.

TRAINING OBJECTIVES

• Derive the maximum profit and value in every negotiation session.
• Identify and master advanced techniques in contract negotiation.
• Learn how to manage the emotional and behavioral dimension of negotiation.
• Identify techniques to establish a positive negotiating environment and obtain desired outputs.
• Identify methods that offers options and solutions to trouble spot, bargain, and close deals.
• Recognize how to assess risk and implement contingency in event of non-agreement.

Training Methodology

The Advanced Negotiation Skills training course will combine presentations with interactive practical exercises, supported by video materials, activities, and case studies. Delegates will be encouraged to participate actively in relating the principles of Negotiation Skills.

TRAINING SUMMARY

Negotiation, contrary to popular belief, does not mean winning an argument to reach your best price. In effect, it means striving for a win-win situation so that the buyer and seller are both satisfied with the deal. A healthy negotiation strategy aims to solve customer issues and offer the best solution to achieve personal and organizational success while ensuring customer satisfaction. It also means resolving the pain points of customers to maximize the customer value without adversely affecting relationship with the buyer. However, healthy negotiation is easier said than done. Salespersons often deal with a string of emotions and irrational arguments.

Target Groups

The Advanced Negotiation Skills training course is suitable to a wide range of professionals, but will greatly benefit:

• Contracts, Purchasing, and Project Personnel
• Procurement Personnel who are responsible for negotiations
• All others who are involved in the planning, evaluation, preparation and management of tenders and specifications that cover the acquisition of materials, equipment, and services and who are in organizations whose leadership want high levels of competency in those involved in these activities.

Program Content

Day 1 - Strategies in Successful Negotiations

• Organize and prepare a Negotiation team.
• Identify and assess Personality styles Negotiation Skill Sets.
• Distinguish between the four phases in effective negotiation.
• Examine and apply the different negotiating techniques.
• Know Your Better Alternatives to negotiated Agreements (BATNA).
• Class exercise based on the above areas discussed on a business case of purchasing.

Day 2 - The Negotiation techniques and Process

• Discover the best approach to resolving conflict and building trust.
• Compare and contrast in Communication techniques.
• Evaluate and assess soft, hard and principled systems in negotiation.
• Plan and conduct effective negotiations as part of a negotiation team.
• Case study on Negotiation style.

Day 3 - Advanced Negotiation Skills

• Steps in Negotiation preparation.
• Methods of Persuasion.
• The Real Win-Win Negotiation Concept.
• What does not constitute a win-win negotiation deal?
• Determining the issues.
• Rating and Valuing Issues.

Day 4 - The Negotiation Process in Determining Strengths and Weakness

• Communication techniques.
• Avoiding confrontational negotiations.
• New techniques in influencing.
• Understanding the other negotiator’s power.
• Negotiating pressure points and countermeasures.
• Analyzing the other side.
• Negotiation Objective Diagram.

Day 5 - Advanced Negotiation skills in Procurement

• Transforming the supplier relationship.
• Defining the organization’s mission in supplier relationships.
• Understanding how to be a good customer.
• Business continuity and contingency planning for procurement.
• Differentiating between SRM and collaboration.
• Is the optimization of the supply base the only way of working?