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Art of Negotiating® - Everybody Wins® for Purchasing Agents
This 3-day program will be customized for your company directed to your Purchasing agents needs.
- Conceptual Framework
- Levels of Applicability
- Exercise in Behavioral Patterns
- Points of Agreement
- Negotiation Attitudes
- Philosophies: Win/Lose Effective vs. Everybody Wins®
- Purchasing Agents’ Effective Negotiation with Clients and Vendors
- The Factor of Time in Negotiation
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212-888-0053
Purchasing Agent Negotiation Exercise (Case Study #1)
- Participants into negotiation groups and teams
- Explanation of negotiation problem and “secret information”
- Analysis of negotiation with reports by participants (conclusions and evaluations)
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Preparation and the Negotiation Process
- Check Lists and Map for Preparation
- Why Preparation is so Very Important
- Subject Matter of Negotiation
- Objectives
- Assumptions and Facts
- Issues and Agendas
- Positions
- What the Purchasing Agent Should “Look” for
- Needs and “Need Theory of Negotiation”
- Understanding Social Styles
- Determining the Personality of your “Opposition” or Customer
- Learn to Negotiate Effectively, NOT Argue
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Negotiation Exercise (Case Study #2)
- Participants into negotiation groups and teams
- Explanation of negotiation problem and “secret information”
- Explanation of Climates
- Using Assigned Climates in negotiation exercise
- Using Assigned Strategies and Tactics in negotiation exercise
- Analysis of negotiation with reports by participants (conclusions and evaluations), discussion of strategies and tactics (with examples), climates (defensive vs. supportive), and use in actual negotiation based on research at Negotiation Institute, I
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Effective Listening in Negotiation
- Analysis of different types of listening
- The Art of Listening
- How to become a “Nondirective” Listener
- Two Rules for Becoming an Effective Listener
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Questions and Negotiation
- Three Types of Questions Purchasing Agents should ALWAYS ask
- Five Functions of Questions
- Using Effective Questions in Negotiation
- Using Questions to Control the Negotiation
- Question Map and Matrix
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Non-Verbal Communication
- Relevance in Negotiation
- Reading Specific Gestures, Feelings, and Mannerisms
- How to Read a Person Like a Book
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"Meta-Talk" - Hidden Meanings in Conversations
- Specific meanings behind speaker’s words
- Understanding Customers and Prospects
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Negotiation Questionnaire
- Self-evaluation of individual negotiator
- YOU Control How SUCCESSFUL You are
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Conclusions of Negotiation Program and Improvement of Skills
- Reasons why many negotiations fail
- Why you will be a better negotiator after this program
- Seven PROVEN Techniques that MUST be Memorized to be Successful
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