Most purchasing professionals think they are negotiating when in fact they are only bargaining. Is there a difference? Obviously! This is because bargaining is only one part of negotiating. The end result is most purchasing professionals get a poorer deal than they deserve.
Make no mistake about it; suppliers are going to negotiate even harder than ever before in the current difficult market conditions. The inability to negotiate properly is going to be very expensive to the company.
The overall objective of this two-day session is to impart the essential negotiation competencies to secure businesses on improved terms and conditions. It will also ensure that purchasing professionals are not “taken for a ride” by their customers.
WHO SHOULD ATTEND:
This course/training is designed for those responsible for planning, analysis, control, and direction of the purchasing department. Representative titles include vice president or director of purchasing or director of logistics, buyers, branch managers, account managers and seasoned regional logistics managers and account executives, sales representatives. This session is equally applicable for those managing sales processes for services/products.
The business case to negotiate
Comparing negotiation with other resolution methods
Common pitfalls that purchasing professionals fall into and how to avoid them
The use of power in negotiation
When NOT to negotiate
Understanding own negotiation tendencies
Strategies to improve and move away from our tendencies
The phases of negotiation
The 3 Ps
Principles that good negotiators use
Knowing where your company stand in the supplier’s eyes and implication on negotiation strategy
Please fill the information below should you wish to register to any of our public training schedules.