Today, more than ever, those in the purchasing
function and other key people charged with the responsibility of investing
their company's money must be knowledgeable about the ways to maximize
these investments. Management is placing increasing demands on its buyers
to cost effectively purchase its goods and services. In fact, they see
this function as the area of greatest profit contribution. One clear-cut
way of achieving these goals is to discover ways that will help you to
improve your negotiation skills. You can "learn by doing" with an experienced
purchasing negotiator who will show you techniques guaranteed to bring
immediate results.
PARTICIPANTS WILL LEARN
- Key ingredients of successful negotiations
- Ways to problem solve before the negotiations
- Ways to identify the do's and don'ts of negotiations
- How time, information and power can influence the outcome
- How to achieve a "win-win" outcome
WHO SHOULD ATTEND
- Purchasing Managers
- Purchasing Agents
- Buyers, Senior Buyers
- Directors of Purchasing
and all management personnel with functional responsibility for the purchase of goods and services at their company.
WORKSHOP OUTLINE
1. Definition of Negotiation
- The primary components of all negotiations
- Defining the need
- Goal aspiration
- Assessing expectations
- Attitudes and motivation
2. Identifying Negotiation Style
- The 5 major styles of negotiation
- Interpreting negotiation styles
- Identifying your style
- How styles interact
- How to adjust your negotiation style -- change agent
3. Pre-Negotiation Planning
- Establishing our needs
- Determining the options
- Getting the facts
- Finding out the needs of the seller
- Identifying what a trading card is
4. Effective Communications
- What is communication?
- How to be a good listener
- Ways to communicate more effectively
- Interpreting non-verbal behavior
- Listening exercise
5. Using Cost-Price Analysis As An Asset
- How to determine costs
- Negotiating profits
- Getting more facts before negotiations begin
6. Who To Negotiate With
- Use of strategy and techniques
- How to succeed
7. Using Conflict Creatively
- Dealing with conflict
- Learning to assert yourself
- Helping the opposition solve "their" problem
8. Self-Assessment of Negotiations
- Measuring your effectiveness
- Observing your own style
- Critiquing your style
- Enhancing your style
9. Negotiating Exercise
The use of video tapes and role play practice are crucial elements in this seminar. Each participant will be extensively involved in developing, practicing, and analyzing their negotiation skills, strategies and techniques. Enrollment is strictly limited.
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