Introduction

One of the most important and required skills for a purchasing professional is negotiation. In this course, we will explore the various mode negotiation methods from a purchasing perspective. We will cover in detail the various negotiation strategies required to meet the purchasing needs of the organization. The strong and weak points of the buyer along with the strong and weak points of the supplier will be explored. We will also discover the appropriate negotiation styles for various situations, including complex situations that will require careful attention.

Course objectives

At the end of the course, participants will be able to:

Develop effective negotiation strategies to meet the purchasing needs of the organization

Implement those strategies to maximize purchasing value

Discover the appropriate negotiation style for each situation

Explain how to handle and deal with complex negotiation situations

Identify supplier strong points and buyer strong points

Target competencies

Preparation Strategies

Developing Buyer Needs and Requirements

Forming the Purchasing Negotiation Team

Understanding the Buyer/Supplier Position

Supplier and Market Analysis

Reducing the Supplier Portfolio to the Critical Few Elements

Forming a Pre-Negotiation Checklist

Implementing the Strategy

How to Make the Purchasing Plan Operational

When to Negotiate?

Where to Negotiate?

Understanding Supplier Expectations

 Developing a Negotiating Style

Attributes of a Good Negotiator

How the Buyer Can Develop Those Attributes

Types of Questioning Styles

Expressing Your Purchasing Needs Effectively

Active Listening Techniques

Positions of Strength

Supplier Strong Points

Buyer Strong Points

Being Aware of Supplier Hidden Tactics

Dealing with Complex Negotiations

Single Source Supplier

Win/Win Meets Win/Lose

Preparing and conducting individual and team negotiations

Practical Role Plays