The Art of Negotiating for Procurement

The Art of Negotiating^® for Procurement provides professional purchasers with negotiating techniques to optimize agreements, logistics, and productivity—with measurable gains to the bottom line.

This seminar has gained significant importance with the rise of increasingly well-trained sales agents, with purchasers finding it increasingly difficult to negotiate deals with their suppliers. In this seminar, participants will learn to negotiate through interactive exercises and role-playing.  Instructors create customized, from-scratch case studies that address your organization’s specific needs.

Advanced principles, strategies and tactics of negotiation will be covered in depth, with an emphasis on purchasing and managing deals.

This seminar is customized to address the real-life, specific negotiations pertinent to your organization.

Value Assessment Program

Our Value Assessment program will analyze your organizationʼs performance post-training —comparing current renewal contracts to the year before—to see exactly how the application of the skills learned in training has directly led to company gains.  The instructor will examine how the terms, conditions, and prices negotiated have improved as a result of our program.

In The Art of Negotiating^® for Procurement, participants will learn to:

• Produce significant gains to the bottom line
• Build relationships, partnerships, and alliances based on trust
• Understand the methodology of successful procurement
• Negotiate contracts with optimal terms
• Manage the acquisition process
• Overcome current or potential issues with a vendor/supplier
• Use competitive and collaborative negotiation strategies
• Develop a settlement range
• Identify and analyze the negotiation tactics of the vendor/supplier
• Use The Maximum Supportable Position (MSP) and The Least Acceptable Settlement (LAS)
• Adapt to different social styles and interact effectively with a variety of individuals
• Use effective listening skills, offensive/defensive strategies, concession strategies, and alternatives that reduce the risk of deadlock
• Neutralize surprises or “ambushes” from the other side
• Obtain meaningful warranties and remedies for vendor noncompliance
• Select the proper negotiating ‘climate’ to increase the odds of success
• Reinforce and sustain a negotiating success once it’s achieved

Organizations around the globe have experienced the benefits and success of this program—gaining a competitive advantage that has proven to be crucial. The Art of Negotiating^® for Procurement will provide purchasing professionals with the tools to increase profits and achieve maximum results.
 
Click here for post-seminar procurement training