Seminar
Negotiating Skills for Buyers (Level 1)
The status of negotiation forces greatly influence the result of negotiation, but whether the results always benefit for the dominant side? The three factors influencing negotiation results tell us: information can change the power and turn the table, time factor can influence the whole negotiation process, negotiators’ skills and strategies can change the final result.
When we have a weak negotiating position, how to eliminate the restriction and increase our strength by using purchasing strategy leverage and personal negotiation skills, so as to achieve expected target? It requires negotiators to be well prepared, improve the skills to master the whole process and use different skills depending on the different situations, contexts and your counterparties.
This training is aimed to help negotiators master some basic knowledge and skills to achieve a win-win situation.
When we have a weak negotiating position, how to eliminate the restriction and increase our strength by using purchasing strategy leverage and personal negotiation skills, so as to achieve expected target? It requires negotiators to be well prepared, improve the skills to master the whole process and use different skills depending on the different situations, contexts and your counterparties.
This training is aimed to help negotiators master some basic knowledge and skills to achieve a win-win situation.
All CEGOS open courses are upgraded!
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- Every learner will presented with the following e-Learning courses for FREE!
All CEGOS open courses are upgraded!
- Equipped with LearningHub platform
- Every learner will presented with the following e-Learning courses for FREE!
Summary
The status of negotiation forces greatly influence the result of negotiation, but whether the results always benefit for the dominant side? The three factors influencing negotiation results tell us: information can change the power and turn the table, time factor can influence the whole negotiation process, negotiators’ skills and strategies can change the final result.
When we have a weak negotiating position, how to eliminate the restriction and increase our strength by using purchasing strategy leverage and personal negotiation skills, so as to achieve expected target? It requires negotiators to be well prepared, improve the skills to master the whole process and use different skills depending on the different situations, contexts and your counterparties.
This training is aimed to help negotiators master some basic knowledge and skills to achieve a win-win situation.
When we have a weak negotiating position, how to eliminate the restriction and increase our strength by using purchasing strategy leverage and personal negotiation skills, so as to achieve expected target? It requires negotiators to be well prepared, improve the skills to master the whole process and use different skills depending on the different situations, contexts and your counterparties.
This training is aimed to help negotiators master some basic knowledge and skills to achieve a win-win situation.
Attendees
* Purchasers and purchasing assistants
* Technicians, anyone who works in supply department and is involved in purchasing work
* Technicians, anyone who works in supply department and is involved in purchasing work
01
Preparation before seminar
02
Outlines
1. Key Elements Affect the Outcome of Negotiations
* The importance of quotation analysis to price negotiation
* Three core elements that impact the outcome of negotiations
* Explore personal forces that affect the outcome of negotiations
2. Objectives and Methods of 7 Steps Negotiation Preparation Process (With a Case)
* Analyze the strengths, weaknesses, limitations and constraints of both parties
* Hardship of negotiation vs. strength of negotiation power
* Turn the tables and increase the negotiating power
* Construct strong negotiation arguments, develop exchange, concessions solutions and design BATNA
* Develop strategies and tactics to control the negotiation process
* Develop a negotiation plan
3. 5C Steps to Mastering Negotiation Process
* Main objectives and strategies for each step
* Skills to master the negotiation process
4. Role Play
* Apply the case which completed in part 2 for role play
* Common mistakes made in purchase negotiation
5. Negotiation Methods and Strategies for Special Scenarios
* Negotiate with dominate/sole supplier
* Unreasonable negotiation objectives
* The business is not attractive to the supplier
* Encounter the person that does not play card according to convention
* Common sales negotiation strategies and tactics
* The importance of quotation analysis to price negotiation
* Three core elements that impact the outcome of negotiations
* Explore personal forces that affect the outcome of negotiations
2. Objectives and Methods of 7 Steps Negotiation Preparation Process (With a Case)
* Analyze the strengths, weaknesses, limitations and constraints of both parties
* Hardship of negotiation vs. strength of negotiation power
* Turn the tables and increase the negotiating power
* Construct strong negotiation arguments, develop exchange, concessions solutions and design BATNA
* Develop strategies and tactics to control the negotiation process
* Develop a negotiation plan
3. 5C Steps to Mastering Negotiation Process
* Main objectives and strategies for each step
* Skills to master the negotiation process
4. Role Play
* Apply the case which completed in part 2 for role play
* Common mistakes made in purchase negotiation
5. Negotiation Methods and Strategies for Special Scenarios
* Negotiate with dominate/sole supplier
* Unreasonable negotiation objectives
* The business is not attractive to the supplier
* Encounter the person that does not play card according to convention
* Common sales negotiation strategies and tactics
03
Follow-up after seminar
Objectives
Schedules
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