About Workshop
We all negotiate in our personal and professional lives. We need to negotiate when we are selling something, or buying something, or dealing with a project, manufacturing plan, delivery schedule, a budget, or any of a hundred other situations. In most of these cases in general and procurement in particular, we are trying to resolve differences. It appears, without being a good negotiator; sometimes it becomes difficult to resolve those differences especially with suppliers when they are really needed.
Negotiating is more than a discussion of issues or a signed agreement. Negotiating is an unwritten judgment on the quality and character of the participants. In reaching that judgment, integrity is the key element. Integrity makes the deal to work in a meaningful manner. There is no substitute for it. Effective negotiating tips can help you work more effectively with your suppliers, transporters, and service providers’ co-workers, and boss. They are also applicable to other interpersonal situations.
When negotiating, you want to end up with the Ultimate Contract – an agreement of purchase representing the best offer in the supply market for all terms: price, warranty, delivery, payment terms, etc. If you know the process of negotiation, then your negotiation will result in an ultimate effective purchasing contract. We need to Negotiate Ethically But Confidently.
While negotiating is art, you can greatly improve your success by learning a few simple negotiating skills. You must learn strategies, techniques, tactics, tips and skills you need to make you an effective procurement negotiator. If you are really able to understand negotiation skills and techniques, you will be able to improve your business and personal success. You will be bolder and more confident. What's more, you will be able to reach better, longer lasting, win-win purchasing agreements on issues that seemed impossible previously.
In the procurement process, too many negotiations get breakdown for wrong reasons. Negotiating impasses are not always caused by world-shattering issues or great matters of economics. Many breakdowns during negotiation are the result of simple things like personality differences, fear of loss-of-face, troubles within the organizations, a poor working relationship with the boss, or the sheer inability to make a decision. Any consideration of how to break a negotiating impasse must take into account the human factor. It may not be what you do, but how you do it that becomes the critical factor.
If you make an error in coming to a purchasing agreement, don't be afraid to admit it. Maybe it is an error in judgment or a mistake on some fact or statistic. Whatever it is, it can impact your final agreement. Deal with errors promptly. Admitting such mistakes needs courage. In order to handle all these processes, you have to be a good negotiator.
Learn how to negotiate win-win deals. Develop the key negotiating skills that bring success in business through procurement and in life. Build upon the negotiation strategies and tools for effective negotiating to enhance your capabilities to negotiate in the new business climate of the 21st Century.
Workshop topics to be covered:
Day 01:
Introduction to program & learning objective
Definition of Negotiation and its importance
Procurement process and Negotiation
Understanding the Negotiating context
Negotiation objectives
Negotiation: Win-win versus win-lose
Tea break
Preparation phase for Negotiation
Meeting phase for negotiation
Follow up phase for negotiation
Selecting the Negotiation team
Review of balance of power
Price and cost analysis
Negotiating tactics
Prayer and Lunch break
Stages of Negotiation
Opening stage of Negotiation
Testing stage of Negotiation
Proposal stage of Negotiation
Bargaining stage of Negotiation
Agreement stage of Negotiation
Questions in Negotiation
Tea break
Role play
Vendor tactics to be tackled
Negotiation and time management
Learning check
Open questions and learning check
Summarize and wrap up the day
Day 02:
Introduction to program & learning objective
Negotiation and communication skill
Nonverbal communication
Negotiation and body language
Negotiating by telephone
Negotiating mistakes
Tea break
Negotiating styles
Negotiating style: Warm
Negotiating style: Tough
Negotiating style: Logical
Negotiating style: Creative
Negotiating style: Deal Maker
Negotiating threats
Surprise in Negotiation
Prayer and Lunch break
Negotiation: BATNA
Negotiation: Put yourself in their shoes
Negotiating with emotions
Negotiating with integrity
Negotiating zone
Negotiation: You need time to think
Negotiating fear
Tea break
Role play
Quick deals in negotiation
Persuasion techniques in Negotiation
Learning check
Open questions and learning check
Summarize and wrap up the session
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