In-Company training for the Supply Chain Professional
Introduction to Negotiation
Course Objectives
The course is intended to equip the attendee with a practical framework within which they can manage their key negotiations including an overview of the most common approaches, techniques, tactics and ploys used by skilled negotiators when planning and implementing a negotiation strategy.Course Contents
Negotiation DefinedHow does negotiation fit with procurement?
Negotiation as a process
The importance of planning
Gathering information
Market factors
Costs and prices
Recognising different styles of negotiator
Analysing Information
Developing the strategy for the negotiation
Setting targets
Deciding on the relationship approach
Managing the negotiation
Some Dos and Don'ts
Openings
Testing
Assumptions
Proposals
How to encourage movement
Bargaining
Tactics
Persuasion and other common negotiation behaviours
Who Should Attend
Teams seeking practical hands on introduction to negotiation practice in a commercial setting. Teams seeking to build their team and ensemble negotiation performanceDuration
A 2-day course, single manned day one, double manned day two.
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