Negotiation Skills - Purchasing

Invest £8,000 and reap £80,000 in just one deal

A tailored Negotiation Skills programme, designed and delivered to your procurement team(s) will typically pay for itself within a matter of days. Even if you shave just 1% of the next major purchasing contract you negotiate, how much extra cash will that add to your bottom line? What if you negotiated 10% better? Typically, these courses pay for themselves many times over!

Sample 2-Day Programme

Programmes available at Introduction, Intermediate, Advanced and Team Negotiation

On completing this workshop participants will be able to:

• Define and understand what is meant by ‘Negotiation’ in relation to agreeing cost-effective business deals

• Describe the Key Principles and Fundamental Laws of procurement negotiations

• Describe the negotiation Process from the perspective of multiple parties

• Identify the key Characteristics of effective, successful purchasers

• Describe and apply the ‘Win-Win’ negotiating model to their own business deals

• Describe and demonstrate five key personal negotiation Styles linked to the Win-Win model

• Plan and Prepare for negotiations using ‘SMARTER’, ‘LIM’, ‘BATANA’ and ‘Power-Balance’ tools

• Describe the five key negotiation Approaches of ‘Compromise’, ‘Bargaining’, ‘Threat’, ‘Logical Reasoning’, and use of ‘Emotion’

• Demonstrate the key Skills and interpersonal Behaviours necessary for successful procurement negotiations

• Understand and work with Variables and Concessions to achieve mutually beneficial outcomes

• Use ‘Signposting’, and other sophisticated techniques to make proposals, offers and concessions

• Reach ‘Closure’ and gain successful agreement to purchase on favourable terms

• List, define and describe a range of negotiation Tactics

• Know how to Use the Right Tactics at the Right Times, and how to Respond effectively when tactics are used by sales people to undermine the purchasing professional’s position

• Have a greater understanding of individual Strengths and Development Areas in relation to developing a more effective negotiation style

• Write an Action Plan to create Increasingly Cost-Effective Procurement

Theory is theory, practice makes perfect

A key aspect of the workshops that Blue Ice Consulting run is the opportunity to practice and apply purchasing negotiation skills within a range of realistic business scenarios, and to receive valuable feedback via video and from seasoned negotiators.

When we’re looking to change behaviours within a procurement environment, where millions of dollars, pounds or widgets are at stake, this is where the ‘rubber hits the road’. An extra penny discount off a million fuses yields £10k straight to the bottom line; which funds a tailored course for your people twice over!

• Group size strictly limited to 12.

• Two facilitators give maximum opportunity for case practice and feedback.

• Video feedback is included on day 2 of the programme - all equipment provided.

• Tailored case-studies for your industry, business and scenarios included

All-in fee = £8,000 + vat