Introduction to Negotiation Skills for Purchasing Personnel
Introduction to Negotiation Skills - 2-day training course
The course clearly defines negotiation and how to obtain better deals can be obtained when purchasing materials, equipment and services.
Attendees are taught in detail how to prepare for a negotiation and are provided with basic techniques to achieve their identified objectives and targets.
With detailed input from the course presenter, desk-top and syndicate exercises plus a practice team negotiation, attendees will leave with the confidence to conduct negotiations by telephone or on a face to face basis.
Suitability - Who should attend?
Intended for purchasing personnel who are new to the function or those with limited experience of negotiation. It is also suitable for other company personnel who have responsibility for buying and negotiation but are not part of the purchasing function.
Introduction to Negotiation Skills Course Content
What is Negotiation?
What is Negotiation? Differences between genuine Negotiation and Alternatives, Options and Discussions / Beware the Salesperson’s Tricks! / Is Negotiation really about Win-Win or Win-Lose?
Interactive Team Negotiation Exercise
Teams Provided with Objectives & Time Limit to Conclude Negotiations / Debrief / Analysis of Approach / Analysis of Results / Recommendations for improvement.
Key Phases of Negotiation
Recognising and Managing the Key Phases / Preparation / Opening / Debating / Moving / Agreeing / Reviewing.
Preparing For a Negotiation
PMS Negotiation Preparation Worksheet / Treatment of Numerical Data / Identifying Strengths and Weaknesses / Defining Variables / Setting Objectives / Identifying and Using Concessions / Strategy.
Negotiating Process
The Negotiating Arena / Home or Away? / Opening / Order of Subject Matter / Use of Targets / Tactics & Techniques / Applying Pressure / Use of Language / Being Positive / Creating Movement / Persuade rather than Demand / Linking Movement / Breaking an Impasse.
Listening Skills
Improving Skills / Making the Other Person Listen / Sequence, Style and Silence.
Behavioural Aspects
How Behavioural Aspects Can Enhance or Enhance or Under-mine Your Message / Positive Body Language / Eye Contact / Facial Expressions / Gestures / Tone of Voice / Posture / Listening Skills / Reading the Seller’s Body Language.
Training Course Content
What is Negotiation?
What is Negotiation? Differences between genuine Negotiation and Alternatives, Options and Discussions / Beware the Salesperson’s Tricks! / Is Negotiation really about Win-Win or Win-Lose?
Interactive Team Negotiation Exercise
Teams Provided with Objectives & Time Limit to Conclude Negotiations / Debrief / Analysis of Approach / Analysis of Results / Recommendations for improvement.
Key Phases of Negotiation
Recognising and Managing the Key Phases / Preparation / Opening / Debating / Moving / Agreeing / Reviewing.
Preparing For a Negotiation
PMS Negotiation Preparation Worksheet / Treatment of Numerical Data / Identifying Strengths and Weaknesses / Defining Variables / Setting Objectives / Identifying and Using Concessions / Strategy.
Negotiating Process
The Negotiating Arena / Home or Away? / Opening / Order of Subject Matter / Use of Targets / Tactics & Techniques / Applying Pressure / Use of Language / Being Positive / Creating Movement / Persuade rather than Demand / Linking Movement / Breaking an Impasse.
Listening Skills
Improving Skills / Making the Other Person Listen / Sequence, Style and Silence.
Behavioural Aspects
How Behavioural Aspects Can Enhance or Enhance or Under-mine Your Message / Positive Body Language / Eye Contact / Facial Expressions / Gestures / Tone of Voice / Posture / Listening Skills / Reading the Seller’s Body Language.
Expenses
The cost of this Introduction to Negotiation Skills course is £645 + VAT per delegate.
The sum includes tuition, comprehensive course notes and other reference materials, as well as refreshments and lunch.
Request information - obligation free
Reviews by course attendees
Average rating 5
The presenter was brilliant, knowledgeable and kept the room engaged throughout.
Very detailed handbook, hand-outs helpful Course was fun and very informative.
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