Spearhead Training > Purchasing & Supply Management > Negotiation Skills For Procurement Professionals

Negotiation Skills For Procurement Professionals
'Negotiate Successfully To Reduce Costs - Gaining Added Value To The Procurement Process'

Who Should Attend?
Negotiation is essential for procurement professionals to protect their buying position. This programme is designed for buyers who understand the relevance of negotiation, but who may have little experience in practical negotiation with multiple suppliers, or those who seek to refresh their knowledge of procurement negotiation.

About the Programme
The nature of the negotiation process and the relationships within the procurement function are approached in a highly interactive environment. Planning, the five stages of procurement negotiation, behaviour, post mortems, and principled ethical aspects, are some of the areas included in this dynamic two-day course. Each delegate will not only understand the theory, but also have the opportunity to put the theory into practice by participative and practical negotiation role plays.

Course Objectives

• To acquire knowledge of procurement negotiation principles
• To gain confidence to conduct successful negotiations with multiple suppliers and conduct critique post mortems
• To understand the avoidance of concessions, strategy, and tactics
• To learn the model of bargaining in a purchasing context, and the price and contractual content of negotiation
• To focus on the influencing skills and techniques required to be a top class negotiator
• To identify the weaknesses of delegates in their current negotiating style and to address these problems in a constructive and positive manner
• To prepare a development plan for delegates that identifies their future development objectives in relation to negotiation skills

What You Will Gain

• A better understanding of procurement negotiation, and the techniques and interpersonal skills required to gain added value from this process
• A knowledge of the procurement negotiation process and approach
• The opportunity to participate in realistic procurement negotiation exercises that will help you to understand your strengths and weaknesses as a negotiator
• A development plan that identifies future objectives for you in helping you to improve your negotiation skills

Programme Contents

A large part of the programme contains experiential role play exercises, along with Tutor feedback. It is a continually improving scenario for each delegate - as they receive feedback from those they have negotiated with, and from observations made by the tutor and others.

Over the two days of the course the following topics will be covered. But much of the programme involves delegates preparing for, and participating in, role play negotiations **.

DAY ONE

• The Negotiation Process
• Negotiation, Planning, Relationships & Behaviour
• The Distinction Between Adversarial & Collaborative Negotiations
• A Top Procurement Negotiator’s Skills & Qualities
• Identifying Your Current Strengths & Weaknesses As A Negotiator
• The Procurement Stages & Phases Of Negotiation
• The Five Main Outcomes Of Negotiation
• Listening Skills In Negotiation
• Effective Questioning Techniques
• Taking The 'Ego' Out Of N'ego'tiation

DAY TWO

• The Importance Of Communications, Including Non-Verbal Communication
• Understanding That Conflict Is A Part Of Negotiation
• 'Don’ts' In Negotiation
• The Key Elements Of Successful Negotiation
• The Importance Of Adopting The 'Right Attitude'
• Influencing Skills - Examining Delegates’ Preferred Influencing Style(Or Styles)
• Some Rules For Team Negotiation
• Some Guidance On Face-To-Face Negotiation
• Negotiating In A Multi-Cultural Environment
• Negotiation Post Mortem
• Positional, Principled & Ethical Aspects Of Negotiation

**Delegates will participate in a minimum of four 'experiential' negotiation role play exercises during the programme.

2 Days - Non-Residential
Location: Dubai

Delegate spaces available on the following course dates:

Date: 23rd November » 24th November, 2008
Brochure Price: Dhs 3160.00
Online Price: Dhs 3,002.00 (Save 5% Online)

Before the course each delegate will be asked to complete a Pre-Course Briefing Form to determine their individual objectives for attending the course. These objectives will be used by the tutor to give on-target training that is focused on the individual delegates.

At the end of the course each delegate will be asked to complete a Personal Development Plan that can be used as part of future appraisals and that will also be an important tool for management reference.

Total investment includes - Training Materials, Lunch & Refreshments.

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