BEST PRACTICE PROCUREMENT NEGOTIATIONS

Live Virtual Instructor-Led Training

Highly Practical & Engaging Procurement Negotiation Skills Training will Enable You to Become an Expert Negotiator with Realistic Role-Plays!

June 15 to 17, 2021 | 10 AM – 3 PM EST, 5 hours per day x 3 days

June 24, 2021 - 10 AM EST - Q & A Group Session Providing Direct Advise How to Resolve Implementation Problems

Fee = $2,995 (Group Discounts Available)

Hands-On, Real-Life Procurement Negotiation Training Program will Help you Acquire effective techniques and negotiating strategies that can be applied immediately on return to your workplace to improve your business relationships and your profitability. 

Key Takeaways:

  • How to Prepare for Negotiations?
  • When and How to apply Win/Lose and Win/Win Negotiation Strategies?
  • When to Hold ‘em and When to Fold ‘em?
  • Create Value for Stakeholders
  • Drive Cost Savings
  • How to Persuade the Other Party to Move Towards your Position?
  • Become Extremely Confident when Negotiating
  • Consistently Get Better Negotiation Results 
  • Build partner relationships 

How is this Different from Other Procurement Negotiation Trainings?

1. Learn From an Experienced Practitioner!

Sean Sidney who is running this program, has decades of procurement experience and brings to life real scenarios and challenges that procurement faces and practical solutions to those challenges. Here's a comment from one participant:

"[I liked the] interactive, practical sessions, exercises"

2. Enjoy Learning & Have Fun!

Sean creates a fun interactive environment, where the training room comes to life. As people learn from doing and from making mistakes, Sean ensures the participants leave the course practiced and confident, able to convert their new skills into business gains.

He manages to do this, with his unique 'no slides' class-style i.e. no boring powerpoint presentations, but he will draw and write as he explains and engages participants during the class. Here's another comment from another participant attending Sean's online training:

"Quite Realistic & related to our work. It's really good! [I liked that it is] interactive and no slides"

3. Learn by Doing.

With the many exercises and group discussions this is a 'learning by doing' program. There are 14 planned activities/exercises for almost each session during the training program.


Or Call Directly at +1-312-300-8968

Agenda & Outline ...

Session 1 - Building Blocks of Preparation

Setting Objectives

  • Understanding what you’re trying to achieve in the negotiation is critical to success. 

Finding Alternatives

  • Having alternatives is one of the key sources of negotiation power.

Building BATNA & LIM

  • Analyzing our Best Alternative to No Agreement (BATNA) and Like/Intend/Must (LIM) are fundamental building blocks of all negotiations.

Know your Walk Away

  • Your Walk Away stops you accepting a bad deal or rejecting a good deal. 

ZOPA

  • The Zone of Potential Agreement is the range of possible deals based on the parties’ Walk Aways.
  • Knowing this range is also critical to negotiation success.

Activity 1: Simulation Preparation

Practice using the Building Blocks of Negotiation in a negotiation scenario. Working in teams and receiving trainer support and feedback. 

Session 2 - Understanding the Other Party’s Needs

Defining Success!

  • The three ways we can measure negotiation success, each progressively with more value.

What Determines the Result?

  • Knowledge is Power with Knowledge being the second key source of negotiation power. 
  • Knowledge of the other party’s Walk Away - Their objectives and alternatives. 

Hide & Seek.

  • The game that all successful negotiators play well.
  • The game’s goal is to hide your own Walk Away and find theirs. 

Strengths and Weaknesses.

  • How to identify and share Strengths?
  • How to identify and hide Weaknesses?

Activity 2: Simulation Execution and Feedback.

Continuing to use the negotiation scenario to practice Understanding the Other Party’s Needs. Negotiating with fellow participants, before receiving further feedback from peers and trainer.

Session 3 - Creating and Capturing Value!

Focus on Objectives 

  • Value = Achieving Objectives, so the focus has to be on these objectives.

Win/Lose or Win/Win 

  • The right strategy depends on the opportunity to create value.
  • Win/Win - If there is value to be collaboratively created then Win/Win is the best strategy.
  • Win/Lose - If no Value, then Win/Lose.

Identifying Variables

  • Variables (also called Negotiables or Tradeables) are the individual aspects that you negotiate.
  • They are numerous - varied and examples could include price, lead time or contract termination clause. 

Create Value

  • Value is created when variables are added (or removed) that increase the overall value of the agreement.
  • Win/Win Variables - where both parties gain, such as a co-development plan.
  • Win/Lose Variables - where one party gains more than the other party loses (such as a buyer giving a reference or a forecast).

Capture Value

  • Value negotiation to a higher level.
  • Collaborating to create value and simultaneously compete to capture it.

Activity 3: Variables R’Us.

Team exercise to identify 25 variables in 3 minutes. Link them to objectives. And develop focus on other party’s variables. 

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Session 4 - Managing Movement (You Move)!

Who goes first!

  • The age old question answered, who should go first in a negotiation? 

1/2 Way Rule

  • Understanding and controlling subconscious concessions. 

Pain and Explain

  • The power of emotional signaling and logical justifying of your concessions.

Activity 4: Chef de Cuisine.

Exercise to introduce compromise vs win/win.  

Session 5 - Managing Movement (They Move)!

Compromising 

  • Why compromising can be just you giving? 
  • How to use this negotiation hack to make them the one giving? 

Trading

  • Further optimizing the trading of variables. 

The 3 Influencers

1. Logic 

  • Using rationale to encourage their movement.

2. Emotions

  • What are emotions? 
  • How do they influence negotiators? 
  • How we manage emotions (theirs and ours)?
  • How likeability is another  key source of negotiation power. 

3. Threats.

  • What is a threat?
  • Should we use them?
  • How threats are the main source of negotiation power.
  • How to fake that power (bluffing).
  • Using mathematics to manage the risks. 

Activity 5: Delivering the Threat.

Group exercise to practice delivering threats so that to optimize impact and minimize risk.

Session 6 - Analyzing and Influencing!

Body Language and Tone

Key aspect of Hide and Seek. Using reading body language and tone to identify other party’s needs, weaknesses and Walk Away. And hiding your own. 

Questioning

  • Refresh key questioning skills.
  • Identifying missing information and preparing questions & Types of questions.

Listening

  • How to use listening skills to encourage sharing of information and to uncover other party’s needs, weaknesses and Walk Away.

Negotiation Tactics

  • Tactics are short-cuts or hacks, effectively using the fundamentals of negotiation of this programs. 
  • How to use tactics and how to defend against them.

Activity 6: Mind Reading.

An exercise to practice reading the other party’s mind to understand better their Walk Away. 

Or Call Directly at +1-312-300-8968

Session 7 - Bringing it All Together!

Major Activity: Team Simulation Preparation, Negotiation Execution & Feedback.

  • Complex negotiation scenario to practice all key learnings.
  • Preparation in teams.
  • Negotiating with fellow participants, before receiving further feedback from peers and trainer.

Final Activity: Capture Key Learnings.

  • In groups, discuss key takeaways, Share with class & Commit to applying in future negotiations.
  • Implementation Plan & Ready for the Follow Up Q & A Session 7 Days Later

What Others Say?

“[I liked] Interactive, practical sessions, exercises”. 

“I did love the exercises during which we were negotiating with my colleagues”. 

“A great course that will either teach you something new or tell you that what you're doing is what you should be doing”. 

"The cases help illustrate how much you don't know about the other part, showing the importance of preparation. I really liked the combination of theory and practice. The theories helped me understand some of the hidden elements of negotiation. The exercises helped me understand how I can apply the theory in my daily work”. 


Or Call Directly at +1-312-300-8968



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