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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