This course is for procurement professionals involved in supplier negotiation, functional business managers who negotiate contracts or performance issues with suppliers and business leaders wishing to gain core negotiation skills.

This hands-on course uses different methodologies and technique coaching to extend participants' skills and confidence in completive and tactical negotiations. There is emphasis on planning and strategy development as well as the many behavioral aspects to optimize negotiation outcomes. A planning process will be introduced and applied to case studies and individuals' real-life sourcing situations.

The main goal of this training is to help professionals understand negotiation strategies and when to apply them, apply advanced negotiation planning tools and techniques to their supply scenarios and evaluate negotiation success and learn from each experience.

LEARNING OBJECTIVES:

• Drive greater business benefits through supplier negotiation.
• Identify negotiation opportunities and determine the best negotiation strategy
• Effectively plan team negotiations with colleagues
• Understand how to make the best use of personal negotiation style.
• Recognize different negotiation types and adapt behaviors to suit the situation.

COURSE CONTENTS:

• Negotiation Planning Tools
• Negotiation Strategies and Tactics
• Negotiation Scenarios as reference to practice execution
• Negotiation videos to study negotiation behaviors and consider which apply in differing scenarios
• Negotiation self-style survey to understand personal style strengths and when to adapt the approach
• Negotiating with stakeholders and suppliers
• Facilitating post negotiation reviews