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Course Outline:
Like it or not a recession drives the need to negotiate with suppliers. Negotiation is a key activity for all purchasing staff. If not conducted correctly you and your organisation will be disadvantaged before you even begin.
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.
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
implications
- Explore the individual goals of each
participant
- Demonstrate and develop the economic
and commercial environment in which all negotiations take place
Course
Content:
- Introduction
- Defining excellence in Negotiation
- Principled negotiation and its relevance
to business practices
- In-depth analysis of negotiation
- Analysis of buyer/seller negotiations
- Techniques of persuasion
- Methods of Communication
- Team Negotiations
- Practical exercises
Register for this seminar >>
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- Association of Purchasing and Supply Chain Management
