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NEGOTIATION FOR PURCHASING WORKSHOP
Many organizations today are operating at close to maximum efficiency, doing more with less, and doing it faster than ever before. However, an often-neglected area of profit potential exists within the contract negotiation and re-negotiation process with suppliers.
This negotiation training seminar will help purchasing and procurement managers build the skills necessary to drive better results to the organizations bottom line. Participants learn that with skill and practice, facilitating a collaborative negotiation that leaves both their own firm and the supplier organization victorious is achievable. This workshop develops the skills purchasing managers need to drive mutual victory.
Participants in this dynamic workshop learn how to strengthen their negotiation skills through classroom game sessions, extensive role-play and exercises. They receive one-on-one personal feedback that helps improve their ability to communicate and negotiate in complex and difficult negotiation sessions. Students build skills negotiating individually and in team negotiation environments.
Objectives
Participants will learn to:
- Assess negotiation behavioral style and how to best interact with others
- Recognize counterproductive assumptions and positions
- Develop an effective plan and strategy for any negotiation
- Utilize the phases of negotiation for better outcomes
- Deal with difficult people objectively and assertively
- Build creative solutions to challenging scenarios
- Negotiate in person, on the phone, individually and in teams
- Immediately recognize manipulative tactics and how to respond
- Manage conflict quickly before it escalates out of control
"Each of the participants felt that it was very worthwhile training experience. They think the workshop was very well organized and well presented. The material and topics covered correctly addressed a variety of skills, insights and information that they think they will find useful in successfully carrying out their respective responsibilities as it applies to the purchasing function. They truly feel that their negotiation skills were enhanced and strengthened as a result of their attending the workshop." View Full Letter (PDF)
Chuck Gruden
Manager, Organizational Development
Hirsch Pipe and Supply
"We all enjoyed the class very much. The best take away for me was to understand the personality of the person across the table. I tend to project my feelings/way of thinking onto them, forgetting that what works for me isn’t necessarily what works for everyone else. I also like your approach to preparing for a negotiation. Getting data and cost drivers are important, but knowing interests and goals of both parties can definitely help keep things on track for a Win–Win outcome."
Rebecca Langford
Senior Buyer
Watkins Mfg., Inc.
"One of the best purchasing seminars on the market."
Class Size: Up to 16
Length: 2 days
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