A Guide To The Negotiation Phases & Approach To Negotiation

What you'll learn
Preparations for negotiations
Negotiation tools
Building conditional offers
They will learn the concepts of BATNA and ZOPA
What to do and what not to do during negotiations
You will learn to create a bargain mix and parameters spectrum
You will learn how to properly escalate within the organization
You will learn how to read the other party during negotiations
You will understand how added value is generated through procurement
Requirements
The participant should have at least basic knowledge of purchasing and conducting conversations with suppliers. It is recommended to have knowledge or negotiation practice as the elements covered in this course are not basic.
Description
This course is about negotiation. It will guide you through the individual phases: the preparation phase, the opening phase and presentation of conditions, and the closing phase of negotiations and conclusion of the contract. It will help you prepare for discussions and will provide practical tips for each negotiation stage. We will cover team roles and responsibilities. We will indicate various approaches, disruptive ones and those that generate added value for both parties, i.e. collaborative ones. It will show tools and building negotiation parameters and argumentation. You will learn how to build a parameter spectrum. We will present the conflict resolution matrix and the different attitudes of negotiators. The course will demonstrate the proper construction of conditional offers and the creation of a bargain mix, i.e. a basket of exchanges of concessions. He will present practical examples of parameter construction. And it will also show you the principle of lowering your expectations. The course discusses exemplary BATNA and ZOPA concepts, as well as negotiation tools and techniques. We will discuss market connections and indicate what data we can obtain from various information about our supplier. We will analyze behavior and facial expressions during conversations and show how to read individual signals. The course will also help you properly use escalation within your organization and show how the buyer's position is lowered when it is used incorrectly and what to avoid. And it will also help you use techniques and build a buyer's perspective. We will show you how to navigate the business relationship diagram and what impact it has on our approach and management of a given supplier and on closing negotiations. During the course, we also discuss how added value is generated by the purchasing department.
Overview
Section 1: Wstęp
Lecture 1 Introduction
Section 2: Training Agenda
Lecture 2 Training Agenda
Section 3: Why negotiate
Lecture 3 Why negotiate
Section 4: Negotiation stages
Lecture 4 Negotiation stages
Section 5: Negotiation parameters
Lecture 5 Negotiation parameters
Section 6: Negotiation parameters - how to add them
Lecture 6 Negotiation parameters - how to add them
Section 7: Negotiation Tools
Lecture 7 Negotiation Tools
Section 8: Negotiation tools - techniques
Lecture 8 Negotiation tools - techniques
Section 9: Negotiation tools - how to get to know the other side
Lecture 9 Negotiation tools - how to get to know the other side
Section 10: Escalation
Lecture 10 Escalation
Section 11: Closing Negotiations
Lecture 11 Closing Negotiations
This course is intended for both operational and strategic buyers and all those who work primarily with suppliers and participate in negotiations.

Homepage

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