COMMERCIAL NEGOTIATION MASTERY

If you are interested in booking a course with us please contact our Operations Manager via email at lisah@procurementcentral.net 

Why this course is different 

You may have received some negotiation training in the past or learnt from experiences but to consistently achieve results for you and all stakeholders you must gain a true understanding of the principles of negotiation mastery skills.

Increasingly you will require the skills and the flexibility to apply appropriate negotiation skills and strategy to both internal negotiations and external negotiations with customers, suppliers and more.

Why you should attend 

This 2-day course will address the strategies, techniques and skills required for successful negotiations backed up by case studies, role-plays and interactive presentations. 

Practical exercises will ensure that each delegate can translate the theory of negotiation into applicable skills and return to your business ready to negotiate to achieve results.

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Benefits for you

Understand the key principles and stages of the negotiation process

• Learn from tested negotiation theories, techniques and skills

• Increase your confidence to conduct successful negotiations

• Improve your skills through practical participation

• Handle challenges, objections and conflict

Who should attend?

Individuals involved in commercial negotiations who seek best practice frameworks, tools and techniques to achieve consistent results.

Key areas covered

The Negotiation Process:

• Key principles and stages of negotiation

• Common negotiating mistakes

• The importance of planning & preparing

• Identifying strengths and weaknesses

• Developing your bargaining power

• Closing negotiations 

Influencing Skills:

• Uncovering hidden agendas

• Managing difficult people

• Understanding human behavior

• Using persuasion and influence

• Handling challenges and conflict

• Framing your proposal

• Expressing ideas directly and effectively

Strategy and Tactics

• Defining strategy

• Applying tactics to achieve your strategy

• Creating a results-focused environment

• Setting min & max objectives on issues

• Defining your bottom line – concessions

• Balance of power and choice of strategy

Practical Negotiating

• Plan, prepare and conduct negotiations

• Build personal confidence

• Characteristics of top negotiators

• Recognising and handling different styles

• Cross cultural negotiations

• Correct channels of communication 

• Right and wrong questions to ask

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Maintaining Momentum

• Counter proposals

• Developing options for mutual gain

• Capitalising on concessions

• Counter proposals

• Developing options for mutual gain

Team Negotiations

• Difference between 1 to 1 and team

• Team roles in negotiation

• Single source negotiations

Non-Verbal Communications

• Sending and receiving signals

• Introduction to the use of insights

• Projecting a positive attitude

Personal Action Planning

• Reviewing your own skills

• Obtaining feedback

• Developing a strategy for improvement

Turning ‘Theory’ into ‘Practice’

Using interactive role play exercises and case studies within an energised learning environment delegates will explore what exactly category management is and how to use it within a business. Delegates will also undertake a profile questionnaire to gain insights into their preferred styles and the styles of others 

They will learn the negotiation approaches and how to manage relationships with suppliers and business stakeholders to get the best results for the business. 

Course Outcomes

• This Category management course will provide a best practice standard approach for procurement teams to deliver on both business and procurement objectives 

• This strategic Category management course will raise your procurement profile and your credibility as a recognised business leader and partner 

• This course outcome develops a category strategy that delivers your procurement vision 

• Through our experienced trainers that have implemented Procurement category management we will transfer knowledge to you that builds value around each spend category 

• This course maximises value beyond traditional price focus and looks beyond cost savings by future proofing supply chains. Including quality risk and assurance of supply chains.

• The Procurement central methodology ensures negotiation outcomes are better handled with more benefits through partnership   

• The application of Procurement Central negotiations ensures you have a strategy to manage suppliers’ contracts and relationships 

• We will ensure selection and implementation of suppliers that meet your business needs with performance exceeding contractual commitments 

• As part of negotiations we will address Macro and Micro economic challenges and changes that impact on supply chains through internal and external analysis