Courses

Negotiation Skills for Buyers

Negotiation Skills

Negotiation Skills for Buyers is a 2-day course that has been designed specifically for Buyers to help them improve the manner in which they negotiate win-win deals.

Day 1 Sessions 1 & 2 Objective

The Fundamentals of Negotiation

Introductions / Course overview / What is negotiation / The context of the negotiation / The changing external environment / Priorities / What does success look like

Communication & Influencing Skills

Establishing Rapport / Building Relationship / Identifying barriers / Developing clarity / Establishing the need / Establishing urgency

Day 1 Session 3 & 4 Objective

The Framework of Supplier Relationships

Conflict or collaboration? / Ethical behavior / CPFR – the need for collaboration / Risk and reward in partnering

Phases in Negotiation

Introduction / Framing / Exploration of Options / Bargaining / Settlement / Closure

Day 2 Sessions 1 & 2 Objective

Identifying the Negotiable

What are the variables? / More than just / Which negotiable matter and to whom? / Clear objectives / Plan B- Your BATNA

Planning the Negotiation

The need for a plan / Preparation checklist / Understanding your position / Understanding their position / External considerations / Balancing the power / Administrative Requirements

Day 2 Session 3 & 4 Objective

Tactics of Effective Negotiation

Alternative approaches / The use of emotion / Hard bargaining and counter measures / Team negotiations

Closing the deal

Breaking deadlocks / Handling objections / Gaining acceptance / Closing / Summary and explanation of post work

Course Details

Course Start Date Wednesday, 14 January 2015
Course End Date Thursday, 15 January 2015
Cut off date 19-12-2014
Location Bata Training Academy, China (Guangzhou)
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