Course Title Introduction to Negotiation
Duration   2 Days
Fees   £545 + VAT
  Courses can also be provided very cost effectively in house
Course Objectives To provide those in purchasing with all they need to improve their negotiating techniques and make better deals
Who will benefit? Those who buy and need to negotiate with vendors regarding price, delivery, adding value, cost reduction etc.
Course Content

Objectives of negotiation

  • Reaching agreement
  • ‘Win-win’ techniques
  • Adding value from the negotiation process

 

Negotiation principles

  • Negotiation – is it a contest?
  • Common respect
  • Conducting the negotiation positively

 

Communication and interpersonal skills required to be a superior negotiator

  • Using effective body language
  • Observation skills
  • Listening skills
  • Verbal skills
  • Sources of power in negotiation

 

What makes a good negotiator?

  • Characteristics
  • Skills

 

What should buyers negotiate about?

  • How to identify the key issues
  • Added value – not just price

 

Teamwork and negotiation

  • Avoiding the pitfalls
  • Having a common objective
  • Maintaining consensus

 

Planning for negotiation

  • A quick method
  • A more comprehensive model

 

Tactics and how to use them

  • Review of different tactics
  • Choosing the right one

 

Inter-active role-play