Developing and Implementing a negotiation strategy:
This workshop is a hands-on preparation designed to address an actual negotiation. It is facilitated by an experienced negotiator who focuses on the practical application of negotiation techniques. This program walks the participants through the process of developing the tools and tactics to conclude a successful negotiation. We show how to turn data into crucial knowledge necessary to complete negotiations. The program is tailored to your needs and covers developing your strategy, leading the process, developing smart should-cost models, making concessions, avoiding traps, the effective use of your strength, and mitigating weakness.
Who can benefit: Procurement team members
Objectives:
- Developing your own negotiation style, Effective questioning, smart use of should-cost models, understanding the needs & wants, of internal customers and the other side, candid SWOT for both sides, when and how to make concessions, understanding negotiation dynamics, working through deadlocks, knowing when to be silent, and preparing for the unexpected.
- Practice each step-in preparation of a negotiation strategy.
- Roleplay a custom fit negotiation strategy.
Follow-up: We will work with your team to set up an actual negotiation strategy, coaching them through the process and acting as a sounding board for them to test their approach and build confidence.
Negotiating with a dominant supplier:
This workshop focuses on proven strategies and tools for negotiating with dominant suppliers. The instructor has faced this challenge and developed strategies that develop a mutually beneficial relationship that encourages cooperation. The goal is to deliver competitive advantages. Even a dominant supplier needs to build its customer base. We identify where you add value, eliminate waste, and become the prepared partner to develop emerging technologies. This approach strengthens market position, even where you may be a smaller buyer compared to your competition.
Who can benefit: Procurement team members and senior leadership
Objectives:
- Address your specific requirements for working with a dominant supplier.
- Build a and executable supplier relationship model with action items, milestones, Measurable KPIs, and the “soft” human elements.
- Develop a manageable negotiation approach that builds on the relationship and develops new avenues for proper visibility, effective communication, and cooperation.
- Practice each step-in preparation of a negotiation strategy
- Roleplay a custom fit negotiation strategy.
Follow-up: We will work with your team to set up an actual negotiation strategy, coaching them through the process and acting as a sounding board for them to test their approach and build confidence.