Fundamentals of Negotiation
Tuesday 5th November 2024, 9.00am - 4.30pm, Newtown
Workshop Objectives
Intended for purchasing personnel who are new to the function or those with limited experience of negotiation. It is also suitable for other company personnel who have responsibility for buying and negotiation but are not part of the purchasing function.
Outcomes
The course clearly defines negotiation and how better deals can be obtained when purchasing materials, equipment and services. Attendees are taught in detail how to prepare for a negotiation and are provided with basic techniques to achieve their objectives and targets. With detailed input from the course presenter, desk-top and syndicate exercises, attendees will leave with the confidence to conduct negotiations virtually, by telephone or on a face-to-face basis.
Course Content
What is Negotiation?
What is Negotiation? Differences between genuine Negotiation and Alternatives, Options and Discussions / Beware the Salesperson’s Tricks! / Is Negotiation really about Win-Win or Win-Lose?
Key Phases of Negotiation
Recognising and Managing the Key Phases / Preparation / Opening / Debating / Moving / Agreeing / Reviewing.
Preparing for a Negotiation
PMS Negotiation Preparation Worksheet / Treatment of Numerical Data / Identifying Strengths and Weaknesses / Defining Variables / Setting Objectives / Identifying and Using Concessions / Strategy.
Negotiating Process
The Negotiating Arena / Home or Away? / Opening / Order of Subject Matter / Use of Targets / Tactics & Techniques / Applying Pressure / Use of Language / Being Positive / Creating Movement / Persuade rather than Demand / Linking Movement / Breaking an Impass
Negotiating Techniques
Opening Techniques / Lateral or Vertical Negotiations? / Variables – Major to Minor? / Drip-feed Persuaders / Repetition / Linking a Concession to Get Movement / using ‘Either’/’Or’ Statements / Never Devalue Offers / Under Pressure? Switch Ground / Move in Small Increments / Never say 10%’, 15%, 20%! / Compromise / Conditional Agreements / Sacrificial Links / ‘Thank & Bank’ / Closing Techniques.
Behavioural Aspects
How Behavioural Aspects Can Enhance or Enhance or Under-mine Your Message / Positive Body Language / Eye Contact / Facial Expressions / Gestures / Tone of Voice / Posture Duration: 1 Day
Date: Tuesday 5th November 2024
Cost: Free to Attend if you live or work in Powys
Venue: Newtown
Book your places below or Tel: 01686 628778
Course Delivery: This course will be delivered by Gareth Roden of Purchasing Management Services, Gareth presents training courses at venues around the UK and internationally across all business sectors and has trained delegates from such high-profile organisations as Apple, Sony, Lotus Sports Cars, Toyota, Virgin East Coast, BAE Systems, Nestlé, Rolls Royce and the London Underground. Gareth has been with PMS for 20 years and his hands-on experience and dynamic presentation style have made him a very popular and highly respected presenter.
Book online using the booking form below, call 01686 628778 or email sam@mwmg.org
