Basic Negotiations Course 

This 2-day program provides the basic approaches to negotiations by buyers and sellers of goods and services. We will cover proven negotiation processes and techniques to ensure that the organization and its suppliers reach mutually acceptable terms. A six-step negotiation process will be described. The value of negotiation planning and preparation will be covered, and participants will plan for both one-on-one and team negotiations. Feedback on negotiating styles and tactics will also be provided.

As a result of attending this course, participants will:

• Learn elements of effective planning in negotiations

• Understand the strategic and tactical roles and responsibilities of negotiators

• Gain knowledge of various tools and techniques to be employed in negotiations

• Understand the critical components of the negotiations process

• Examine cross-functional and cross-cultural aspects of negotiations

• Learn and apply cost/price analysis techniques

• Avoid the key pitfalls people face in buyer-seller relationships

Advanced Negotiations Workshop

The purpose of this 1-day program is to increase the productivity and effectiveness of procurement professionals by sharing best-practice procurement methodologies, processes, and tools; building a stronger procurement community and network; and providing consistent tools and methods to enhance the harmony of procurement efforts.

As a result of participating in this seminar, participants will be able to:

• Recalibrate on the key elements of the negotiation process

• Understand proven tactics and techniques used to achieve negotiating success

• Assess negotiation skills and develop plans for improvement

• Learn how to deal with objections made by the other party(ies)

World Class Negotiations

This 2-day program provides best practices and advanced negotiation concepts for sourcing professionals.

As a result of attending this course, participants will:

• Develop a project plan to manage vendor projects

• Provide proven technologies and methods for supply chain management in negotiating situations

• Define how the optimal negotiation result can be obtained in light of market conditions

• Develop participant skills and knowledge in managing the negotiating process

"Negotiation for Success" 

This 2-day program covers the requirements for successful negotiations, from planning to cost/price analysis.  Participants will learn how to assess suppliers’ financial capacity.  A six-step negotiation process is provided and is used for participant application.

As a result of attending this program, participants will be able to:

• Learn elements of effective planning in negotiations

• Understand strategic and tactical roles and responsibilities of negotiators

• Gain knowledge of various tools and techniques to be employed in negotiations

• Understand the critical components of the negotiations process

• Examine cross-functional and cross-cultural aspects of negotiations

• Learn and apply cost/price analysis techniques

Negotiation & Implementation of Contracts

This 1 ½-day program provides guidelines for negotiating to ensure the purchase contract is effectively implemented.

As a result of attending this course, participants will:

• Improve their ability to plan and execute negotiations

• Shorten transition time for outgoing and new suppliers

• Reduce problems associated with implementing new agreements

• Minimize the anxiety associated with change

• Increase compliance with new corporate supply agreements