Advanced Negotiation Skills


TRAINING OBJECTIVES
  • Derive the maximum profit and value in every negotiation session.
  • Identify and master advanced techniques in contract negotiation.
  • Learn how to manage the emotional and behavioral dimension of negotiation.
  • Identify techniques to establish a positive negotiating environment and obtain desired outputs.
  • Identify methods that offers options and solutions to trouble spot, bargain, and close deals.
  • Recognize how to assess risk and implement contingency in event of non-agreement

 OUTLINE
 Strategies in Successful Negotiations
  • Organize and prepare a Negotiation team
  • Identify and assess Personality styles Negotiation Skill Sets
  • Distinguish between the four phases in effective negotiation
  • Examine and apply the different negotiating techniques
  • Know Your Better Alternatives to negotiated Agreements (BATNA)   
  • Class exercise based on the above areas discussed on a business case of purchasing
 The Negotiation techniques and Process
  • Discover the best approach to resolving conflict and building trust
  • Compare and contrast in Communication techniques
  • Evaluate and assess soft, hard and principled systems in negotiation
  • Plan and conduct effective negotiations as part of a negotiation team
  • Case study on Negotiation style
 Advanced Negotiation Skills
  • Steps in Negotiation preparation
  • Methods of Persuasion
  • The Real Win-Win Negotiation Concept
  • What does not constitute a win-win negotiation deal?
  • Determining the issues
  • Rating and Valuing Issues
 The Negotiation Process in Determining Strengths and Weakness
  • Communication techniques
  • Avoiding confrontational negotiations
  • New techniques in influencing
  • Understanding the other negotiator’s power
  • Negotiating pressure points and countermeasures
  • Analysing the other side
  • Negotiation Objective Diagram
 Advanced Negotiation skills in Procurement
  • Transforming the supplier relationship
  • Defining the organization’s mission in supplier relationships
  • Understanding how to be a good customer
  • Business continuity and contingency planning for procurement
  • Differentiating between SRM and collaboration
  • Is the optimization of the supply base the only way of working?

المواعيد المتاحة

دبى
من 25-11-2024    الى 29-11-2024