Negotiation Strategies for Better Purchasing Value Workshop

OBJECTIVES
– 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.
Methodology
The training methodology integrates lectures, interactive discussions, collaborative group exercises, and illustrative examples. Participants will acquire a blend of theoretical insights and hands-on practical experience, emphasizing the application of learned techniques. This approach ensures that attendees return to their professional environments equipped with both the competence and self-assurance to effectively implement the acquired skills in their responsibilities.
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DATE:

1ST BATCH:        21st – 24th Jan, 2025      

2ND BATCH:       24th – 27th June, 2025