A Guide To The Negotiation Phases & Approach To Negotiation

A practical guide to negotiations, tools and techniques for your use, tips in generating value

What you'll learn

Preparations for negotiations

Negotiation tools

Building conditional offers

They will learn the concepts of BATNA and ZOPA

What to do and what not to do during negotiations

You will learn to create a bargain mix and parameters spectrum

You will learn how to properly escalate within the organization

You will learn how to read the other party during negotiations

You will understand how added value is generated through procurement

Requirements

The participant should have at least basic knowledge of purchasing and conducting conversations with suppliers. It is recommended to have knowledge or negotiation practice as the elements covered in this course are not basic.

Description

This course is about negotiation. It will guide you through the individual phases: the preparation phase, the opening phase and presentation of conditions, and the closing phase of negotiations and conclusion of the contract. It will help you prepare for discussions and will provide practical tips for each negotiation stage. We will cover team roles and responsibilities. We will indicate various approaches, disruptive ones and those that generate added value for both parties, i.e. collaborative ones. It will show tools and building negotiation parameters and argumentation. You will learn how to build a parameter spectrum. We will present the conflict resolution matrix and the different attitudes of negotiators. The course will demonstrate the proper construction of conditional offers and the creation of a bargain mix, i.e. a basket of exchanges of concessions. He will present practical examples of parameter construction. And it will also show you the principle of lowering your expectations. The course discusses exemplary BATNA and ZOPA concepts, as well as negotiation tools and techniques. We will discuss market connections and indicate what data we can obtain from various information about our supplier. We will analyze behavior and facial expressions during conversations and show how to read individual signals. The course will also help you properly use escalation within your organization and show how the buyer's position is lowered when it is used incorrectly and what to avoid. And it will also help you use techniques and build a buyer's perspective. We will show you how to navigate the business relationship diagram and what impact it has on our approach and management of a given supplier and on closing negotiations. During the course, we also discuss how added value is generated by the purchasing department.

Overview

Section 1: Wstęp

Lecture 1 Introduction

Section 2: Training Agenda

Lecture 2 Training Agenda

Section 3: Why negotiate

Lecture 3 Why negotiate

Section 4: Negotiation stages

Lecture 4 Negotiation stages

Section 5: Negotiation parameters

Lecture 5 Negotiation parameters

Section 6: Negotiation parameters - how to add them

Lecture 6 Negotiation parameters - how to add them

Section 7: Negotiation Tools

Lecture 7 Negotiation Tools

Section 8: Negotiation tools - techniques

Lecture 8 Negotiation tools - techniques

Section 9: Negotiation tools - how to get to know the other side

Lecture 9 Negotiation tools - how to get to know the other side

Section 10: Escalation

Lecture 10 Escalation

Section 11: Closing Negotiations

Lecture 11 Closing Negotiations

This course is intended for both operational and strategic buyers and all those who work primarily with suppliers and participate in negotiations.