Negotiation Strategies for Better Purchasing Value


Course Objectives

By the end of the course, 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
  • Explain how to handle and deal with complex negotiation situations
  • Identify supplier strong points and buyer strong points

Who Should Attend?

Buyers, senior buyers, purchasing supervisors, and all other company personnel who are involved in the negotiation process.

Course Outline

  • Preparation strategies

    • Developing buyer needs and requirements
    • Understanding the buyer position
    • Understanding the supplier position
    • The number of suppliers in the market
    • Economic analysis of the market
    • Forming a pre-negotiation checklist
    • Forming the negotiation strategy
    • Forming the purchasing negotiation team
    • Proper planning and preparation

  • Implementing the negotiation strategy

    • Making the purchasing plan operational
    • The best time to negotiate
    • Time is power in purchasing and negotiation
    • Information is power in purchasing and negotiation
    • The other types of power in negotiation
    • The best place to negotiate
    • Understanding supplier expectations
    • The 80/20 rule of negotiation

  • Developing a negotiating style

    • Attributes of a good negotiator
    • Developing those attributes by the buyer
    • Expressing your purchasing needs effectively
    • Knowing your products and commodities
    • Knowing the supplier products and services
    • Active listening techniques
    • Types of questioning styles
    • Preparing the right list of questions

  • Dealing with complex negotiations

    • Sole source suppliers
    • Single source suppliers
    • Win/Win meets Win/Lose
    • Win/Win meets Lose/Lose
    • Backdoor buying tactics
    • Controlling emotions during a negotiation
    • Friends and relatives as suppliers
    • Ethical behavior and negotiation

  • Preparing and conducting individual and team negotiations

    • Practical role plays
    • Playing the role of the buyer
    • Playing the role of the supplier
    • Playing the role of the evaluator
    • Supplier strong points
    • Buyer strong points
    • Being aware of supplier hidden tactics and tricks

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