Training programs
Negotiation skills
A two day intense and interactive training
When you have done a good job in selling the value of your offer, you can start negotiating the price.
Today’s purchasers are not only looking for price cuts and savings, but also process improvements and cost control in their value chain. In this program you will learn about the various tradeables that will lead to a good negotiated outcome.
Modules
1
Sell first negotiate later
- What is the value of our offer?
- Quantify the value in financial terms
- ROI calculations
- MyCo Case
- Real live exercise
2
Prepare for the negotiation
- What is the procurement process?
- What are the business drivers?
- What are the tradeables?
- What is the common ground?
- MyCo Case
- Real live exercises
3
Setting objectives and limits
- Defining BATNA and ZOPA
- Planning the strategy and script several outcomes
- MyCo Case
- Real live cases
4
Tips and tricks
- Opening
- Questioning
- Destabilizing tricks
- Trading concessions
- Real live cases
5
Face to face negotiation
- What is the value of our offer?
- Quantify the value in financial terms
- ROI calculations
- MyCo Case
- Real live exercise
6