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Course Outline:
Negotiating with suppliers is a key activity for all purchasing staff. In fact, excellent negotiating ability is the most important skill every buyer should be a master of.    Today, the sophistication of business relationships with leveraged suppliers, preferred suppliers, strategic partners and others means that nothing less than excellence in negotiating ability is acceptable.

It is said that in a negotiation between two individuals the more experienced and competent individual will always gain the upper hand. That is why when you entrust your staff with the spending power of your company they should be fully versed and capable in the art of business negotiations.This two day course will help enhance and develop each individuals negotiation strengths and minimise or eliminate common errors, therefore improving performance and contributions to bottom line profitability. Please register early

People who should attend:
All purchasing personnel and those who have responsibility of doing business with suppliers.

Course Objectives:

• To distil a full understanding of negotiation theory and the practical steps involved
• Provide and discuss a list of all the skills required for a buyer negotiator
• Enable them to understand and appreciate when to negotiate to achieve better results
• Cover three case studies with two separate teams to facilitate the full process of negotiation by participation
• Examine Ten golden rules and their implicationsExplore the individual goals of each participant
• Demonstrate and develop the economic and commercial environment in which all negotiations take place

Course Content:

• IntroductionDefining excellence in Negotiation
• Principled negotiation and its relevance to business practices
• In-depth analysis of negotiationAnalysis of buyer/seller negotiations
• Techniques of persuasionMethods of CommunicationTeam Negotiations
• Practical exercises
  
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