Reach practical, profitable, win win agreements through effective price negotiation
Preparation, people, and process are three key factors to reaching practical and profitable agreement. This interactive, contract negotiation course is designed to give supply chain professionals the critical skills required in these important areas. The course format provides a solid negotiation definition, negotiation examples and negotiation cases, and the specific guidance needed to negotiate with members of your organization’s supply chain—including customers, suppliers, vendors, and outside service providers—through effective cross culture communication.
You will learn to:
- Understand negotiation’s essential attributes: what is negotiation, why should we do it, where should we do it, with whom we should do it, and when should we do it
- Define negotiation philosophies and styles; gain negotiating strategies and negotiating techniques
- Effectively prepare for a negotiation with hands-on exercises that incorporate computer-based spreadsheets, analysis tools, and Internet references
- Become a savvy price negotiator: identify issues and each party’s interests, and then develop valid options, alternatives, and offers
- Formulate and execute a negotiation strategy based upon facts and analysis
- Conduct the face-to-face negotiation conference: use steps and techniques in reaching agreement and getting closure
- Determine what is needed in the post-negotiation phase and how to judge the outcome
Introductions
- Introduction exercise
- Course overview and objectives
Overview of the negotiation process
- Definition of negotiation
- Best practices
- People, process, content
- Tangible and intangible factors
- Preparation and planning
- Importance and time allocation
Pre-negotiation
- The rules of negotiation
- Preparation
- Situation analysis
- Pre-negotiation information gathering and analysis
- Detailed preparation and analysis
- Internal and external research and analysis
- Information requirements
- Where to locate the information
- How to analyze the data gathered
Developing the negotiation brief
- Identification and definition of issues
- Establishing goals and expectations
- Determining interests and ranking priorities
- Establishing legitimacy
- Defining BATNA and CNA
- Creating a team plan and strategy
Negotiating conference overview
- Pre-conference considerations
- Participants
- Agenda
- Logistics and location
- Style of negotiation
The human element in negotiation
- Social psychology and factors of influence
- Overcoming tricks and tactics
- Communication skills
- Non-verbals
- Active listening
- Questions
- Clarity
- Respect
- Self-assurance
- Self-control
Conference agenda and process
- Closure
- Knowing when to walk
- Overcoming an impasse
- Post-negotiation
- Processes, responsibilities, and documentation
- Implementation and amendment