--- To enhance the value and performance of procurement and SCM practitioners and their organizations worldwide ---

Onsite Seminar

Negotiations & Collaboration

Advanced Negotiation Strategies: Advanced Concepts and Techniques for Optimizing Value through Negotiations

Supply professionals must aggressively identify and capitalize on opportunities to meet executive management's rising expectations. Strong people skills and the ability to effectively negotiate are crucial requirements. This program starts with essential negotiation elements then builds rapidly to advanced strategies that will change the way you approach negotiations. Throughout, the major focus is on optimizing value through organizational supply chains.

Who Should Attend

Individuals who would benefit from advanced value-focused negotiation skills and those needing to move beyond negotiation basics to the understanding and application of advanced techniques. This seminar supports negotiators who want the winning advantage within the realm of supply.

You Will Learn
  • How to achieve "quantum-leap," value-adding results
  • How to identify and prioritize the key issues
  • How to develop strategic negotiation objectives
  • How to develop and implement a negotiation strategy
  • Advanced negotiation tools and techniques
Course Outline
  1. Understanding the process of negotiation: Understanding the negotiation process; when negotiation is appropriate; and the key influences on whether to competitively bid or negotiate
  2. Current state analysis: Defining the interests of the parties; understanding the importance of relative buyer/supplier position strength; and how to determine a useful negotiation range
  3. Market and Industry analysis: Information sources; comparing supplier financials to identify areas for negotiation; evaluating potential suppliers; and reducing the supplier portfolio to the vital few
  4. Preparation strategies: Developing buyer needs and expectations with a focus on organizational competitive imperatives; when to use a negotiations team; and a useful pre-negotiation checklist
  5. Implementing negotiation strategy: Understanding supplier expectations; incorporating motivational theory; negotiation tactics and techniques; common rules; a follow-up checklist; and defining a "walk-away" point
  6. Situation-specific negotiation strategies: Legal issues; negotiating for economies-of-scale; price and cost analysis; understanding supplier costs; cost modeling; using cost behavior in negotiations; identifying hidden supplier profits; negotiating for supplier contribution to buyer organization strategic objectives
  7. A model for mutually beneficial negotiation

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