Negotiation Strategies for Better Purchasing Value Workshop

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.