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Smart Purchase - Negotiation Skills For Buyers

Smart Purchase - Negotiation Skills For Buyers - 1 Day

Applicable For: All staff

Overview

Negotiation Skills are important for everyone. The ability to negotiate a good deal , to get value for money and to build solid supplier relationships is an essential business skill.

Too often though negotiation training is reserved for sales people or for professional procurement staff (who purchase major capital goods or high value long term contracts)

However when we consider the number of smaller purchases that are made across all departments on discretionary expenditures we see that often the greatest value to be gained is by everyone improving (even by a small amount)  the outcomes of every negotiation they are involved with.

In this workshop we will provide delegates with a broad understanding of the negotiation process. What it is , when to use it and how best to ensure that the deals you do provide the right value for your business.

The course provides delegates with 12 Key principles that will help them to plan for, initiate and conduct a robust negotiation process.

Key Learning Includes

  • What exactly do we mean when we talk about negotiation?
  • Why everyone can benefit from knowing how to negotiate
  • The structure of a negotiation (what happens and in what order?)
  • How to set goals for your negotiation
  • How to profile the other party in a negotiation
  • Understanding what you have to negotiate with
  • Initiating a negotiation conversation (and controlling when the negotiation begins)
  • How to find out what the other party values and what they are willing to concede
  • How to make a proposal and how to react to the first deal on the table.
  • How to bargain effectively
  • How to maximise the value of your position
  • How to gain agreement
  • How to deal with power imbalances (real and perceived)
  • How to deal with deadlock
  • How to use principle centred strategies for resolving differences

 

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