Advanced Negotiation
Details
Intended for buyers, purchasing managers, procurement and supply chain specialists, who have some experience in negotiation and wish to develop their skills further using realistic rôle-play scenarios. Each rôle-play is recorded and the negotiation performance of participants is analysed to develop negotiation strengths, counter weaknesses and improve effectiveness.
The course is also suitable for personnel who are not part of the purchasing function but who are involved in negotiating terms and conditions for the procurement of materials, products and services. This course is an ideal follow-up for those who have attended
our Introduction to Negotiation Skills course.
The training will develop the attendees’s negotiating abilities. Negotiating both as buyer and seller, attendees will leave the course with improved skills, greater confidence and a much fuller awareness of how to get the other party to respond positively. These skills can then be immediately applied in the workplace to produce better deals for the business.
Outline
PMS Preparation Worksheet / Treatment of Numerical Data / Strengths / Weaknesses / Variables / Objectives / Concessions / Strategy.
Location / Administration / Climate / Opening / Lateral or Vertical Negotiation? / Conditional Agreements / Targets / Response to Targets / Tactics / Positive Questions / Preserving Doubt / Exchanging Concessions / Linking / Sacrificial Linking / Silence / Nibbling / Biased Summary / Closing / Conditional Close / Team Negotiations.
Prior to Negotiation / Different Phases / Resisting Conditioning / Positive and Negative Persuaders / Logical Reasoning / Power and Coercion / Compromise / Bargaining / Emotion.
Social Style / Assertiveness / Responsiveness / Listening / Eye Contact / Analysing the Other Person’s Behavioural Aspects and Adopting an Appropriate Negotiation Style / Facial Expressions / Gestures / Barriers / Body Language.
Background Factors / Conducting Business / North America / Western Europe / Eastern Europe / Asia.
The rôle-play exercises are based on three ‘real-life’ negotiation scenarios which are then used to analyse and improve individual performance. Please note only the course presenter is present when each rôle-play is recorded.
Due to the participative nature of the course the number of delegates is restricted to eight attendees.
Gareth Roden is the principal tutor and managing director of PMS. He has held senior management positions in both public and private sector procurement in automotive, mining and mechanical engineering businesses. His hands-on experience and dynamic presentation style enable Gareth to act as the ideal leader of our interactive courses.
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