Introduction
Negotiation is a critical business skill impacting profitability and organizational success. This program equips participants with practical negotiation techniques, strategies for purchasing and contract management, and hands-on experience to achieve effective outcomes in real-world scenarios.
Course Objectives
By the end of this program, participants will:
- Understand planning and preparation in successful negotiations
- Evaluate strengths, weaknesses, and key issues in negotiations
- Apply ethical standards and strategies to contract and purchasing scenarios
- Handle common negotiation tactics and countermeasures
- Gain practical experience through negotiation exercises to build confidence
Target Audience
- Purchasing managers and officers
- Contract managers and administrators
- Supply chain professionals
- Project managers with negotiation responsibilities
- Procurement specialists
Program Outline
Day 1 – Fundamentals and Personal Capability
- What makes a negotiation successful
- Personal obstacles and skill assessment
- Phases of negotiation and elements of success
- Comparing negotiation styles and approaches
- Time management in negotiation
- Exercise: Negotiation scenarios for assessment
Day 2 – Negotiation Planning and Supplier Focus
- Understanding supplier positions and relationships
- Defining negotiation objectives and priorities
- Research and preparation for purchasing and contract negotiations
- Approaches in negotiations: collaborative vs competitive
- Exercise: Supplier and contract negotiation simulation
Day 3 – Valuing Issues and Contract Clauses
- Price and cost analysis
- Life cycle costing and value improvement
- Developing contract terms: warranties, contingencies, and economic adjustment clauses
- Tendering and evaluating proposals
- Exercise: Negotiating contract clauses and pricing
Day 4 – Advanced Tactics and Problem Solving
- Framing, positioning, and selecting tactics
- Handling bargaining, concessions, and deadlocks
- Ethical and cross-cultural considerations
- Conflict management and problem-solving techniques
- Exercise: Mock negotiation with complex scenarios
Day 5 – Practical Application and Action Planning
- Real-life negotiation role plays with peer feedback
- Refining personal negotiation strategy
- Integrating negotiation into organizational procurement and contract objectives
- Developing a personal action plan for ongoing improvement
- Program review, discussion, and certification
