Effective Negotiation Skills 每 Secure Value For Money
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Introduction
- Negotiation is a dialogue between two or more parties intended to reach a beneficial outcome. It is a bargaining (give and take) process between two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and aim to reach an agreement to settle a matter of mutual concern or resolve a conflict.
Objectives
- The objective of this course is to provide participants with the information and knowledge to learn how to effectively plan a negotiation, prepare and manage a contract and to understand the critical role of the bargaining mix, targets, BATNA and the understand the stages of negotiation including post negotiation evaluation and improvement.
Outline
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Main approaches in the negotiation of commercial agreements
- Negotiation in relation to the stages of the sourcing process
- Win-win integrative approaches to negotiations
- Win-lose distributive approaches to negotiation
- Setting targets and creating a best alternative to a negotiated agreement (BATNA)
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Preparation for negotiations
- Setting objectives and defining the variables for a commercial negotiation
- The bargaining mix and defining the latitude (Max – Target – Fallback) for each of the variables in the bargaining mix
- Positions and interests
- Openings and presenting issues
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Conducting, evaluating and improving commercial negotiations
- Defining the stages of a negotiation such as preparation, opening, testing, proposing, bargaining, agreement and closure
- The use of persuasion methods
- The use of tactics to influence the other party
- Reflecting on performance
Who Should Attend?
- This course is designed for junior and middle managers that are involved in sales and marketing or procurement and supply. It is also useful for those involved in contract management.