Fundamentals in negotiation
COURSE OUTLINE
Negotiation and influencing are essential skills critical for business and personal reputation. In nowadays world purchasing professionals have to negotiate with suppliers as well as with internal clients in order to achieve an optimum in terms of cost, time, quality and value. The course “Negotiation BASIC” introduces the four key steps of successful negotiations and provides the audience with hands-on concepts, tools and even checklists which can be used in daily business directly after the training. At the end of this course attendees will have learned the following
- How to prepare effectively for upcoming negotiations
- How to define a precise negotiation strategy incl. tactics, options, and even give-aways
- How to conduct negotiations in a proactive manner i.e. how to guide the other party in the intended directions
- How to close negotiations
- How to review and how to analyze negotiations in order to learn for the next, upcoming negotiations
Target audience
The course is designed for all people in procurement and supply who would like to get an introduction into powerful negotiation management such as
- New entries in purchasing
- Buyers / Senior buyers
- Assistants to category managers
- SQE (supplier quality engineers)
- Logistics people
Coverage
- The Negotiation Process
- Preparation of Negotiation (strategy incl. concepts such as LIM, BATNA, ZOPA etc.)
- Conducting Powerful Negotiations: Leading, Pacing, Dealing with Objections, Conflict Handling
- Closing & Review of Negotiations
- Incl. group work & role plays
Languages & Duration
- English
- Mandarin
- Cantonese
- German
Two (2) days