Negotiation Strategies for Better Purchasing Value

– 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

– Handle and deal with complex negotiation situations

– Understand supplier strong points and buyer strong points

CONTENT

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

– Backdoor Buying

– Raging Emotions

– Friends as Suppliers

Preparing and conducting individual And team negotiations

– Practical Role Plays

FOR WHOM: Stores, Purchasing and Logistics Personnel in the Public and Private Sectors.

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.