📌 Introduction
In today’s competitive business landscape,effective negotiation skills are essential for building strong supplier relationships, reducing costs, and achieving win-win outcomes. This program equips procurement professionals and buyers with the knowledge and tools needed to prepare strategically, communicate persuasively, and negotiate confidently. From analyzing supplier motivations to mastering advanced tactics and cross-cultural considerations, participants will learn how to navigate complex negotiations and drive long-term value for their organizations.
📝 Preparing for Negotiation
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Identifying goals, objectives, and desired outcomes
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Researching suppliers, market conditions, and alternatives
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Developing a negotiation strategy: BATNA, WATNA, and ZOPA
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Building a negotiation checklist
🧠 Understanding the Supplier’s Position
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Analyzing supplier motivations and constraints
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Identifying leverage points and negotiation strengths
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Assessing supplier risks and dependencies
💬 Effective Communication Skills
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Asking the right questions and clarifying points
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Using body language and tone effectively
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Handling difficult conversations and objections
🎯 Negotiation Tactics for Buyers
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Techniques like anchoring, framing, and mirroring
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Strategies to handle different supplier personalities
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Managing power dynamics and psychological tactics
💰 Cost Analysis and Total Cost of Ownership (TCO) in Negotiation
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Calculating TCO and its impact on negotiation decisions
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Negotiating on factors beyond price: delivery terms, payment terms, quality, service, etc.
🤝 Negotiating Long-term Supplier Relationships
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Framework for developing win-win agreements
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Maintaining leverage in long-term contracts and partnerships
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Cross-Cultural Negotiations
COURSE SCHEDULE & FEES
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INCOMPANY/GROUP TRAINING REQUEST
Why Choose Our Incompany Program?
- 🎯 Tailored content specific to your business goals
- 👥 Train entire teams together, saving time and cost
- 📍 Delivered at your location or virtually
- 📅 Flexible scheduling to suit your timelines
- 📈 Increase retention and application of skills