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Negotiation Strategies for Better Purchasing Value

Program Objectives:

By the end of the program, participants will be able to:

  • Develop effective negotiation strategies to meet the purchasing needs of the organization.
  • Implement those strategies to maximize purchasing value.
  • Discover the appropriate negotiation style for each situation.
  • Handle and deal with complex negotiation situations.
  • Understand supplier strong points and buyer strong points.
  • This Program is designed for:

    Buyers, senior buyers, purchasing managers, other material management personnel and all other company personnel who are involved in the buying process

    Program Outline:

    Preparation Strategies: Positions of Strength
  • Developing Buyer Needs and Requirements
  • Forming the Purchasing Negotiation Team
  • Understanding the Buyer/Supplier Position
  • Supplier and Market Analysis
  • Reducing the Supplier Portfolio to the Critical
    Few Elements
  • Forming a Pre-Negotiation Checklist
  • Supplier Strong Points
  • Buyer Strong Points
  • Being Aware of Supplier Hidden Tactics
  • Dealing with Complex Negotiations
  • Single Source Supplier
  • Win/Win Meets Win/Lose
  • Backdoor Buying
  • Raging Emotions
  • Friends as Suppliers
  • Implementing the Strategy Preparing and Conducting Individual
    and Team Negotiations
  • How to Make the Purchasing Plan Operational
  • When to Negotiate?
  • Where to Negotiate?
  • Understanding Supplier Expectations
  • Practical Role Plays
    Developing a Negotiating Style
  • Attributes of a Good Negotiator
  • How a Buyer Can Develop Those Attributes
  • Types of Questioning Styles
  • Expressing Your Purchasing Needs Effectively
  • Active Listening Techniques
  • Pre-requisites

    Duration : 2 days

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