Course details

Overview ?

Introduction

The ability to negotiate is one of the basic commercial business requirements yet it is often delegated to those least able to produce an effective outcome. The impact of poor negotiation is therefore felt throughout an organisation and has an immediate negative effect on company profitability.

This seminar provide practical, experience based guidance in planning and conducting a successful negotiation and identifies on an individual basis the key competencies and skills required to emerge on the winning side.

Each day involves the delegate in a specific negotiating scenario
The focus is upon achieving a “win - win “outcome but recognises that all negotiation are not conducted with this result in mind.
The emphasis is placed upon good planning and preparation to assure an effective negotiated result. Fail to plan and you plan to fail!
Common tactics and countermeasures are explored and Negotiational “ traps” uncovered
Each delegate is expected to evaluate their current negotiating ability and develop a personal plan for improvement

Objectives

Upon completion of this seminar, participants will know:

The importance of planning in successful negotiations
Approaches in negotiations
Standards of ethics
The importance of determining, rating, and valuing the issues in a negotiation
Evaluating strengths and weaknesses
Important issues in various contract clauses
Important elements of final preparation
Common negotiation tactics & counter measures
Gain experience & confidence through the actual negotiation of sample cases

Training Methodology

Participants will gain from a combination of instructional methods including lecture by an experienced practitioner and consultant, exercises, negotiation of model cases, and group discussions covering current practices and their relationship to the implementation of concepts and techniques discussed. This is a very “ hands on “ event with part of each day devoted to preparing and conducting a negotiation.

Organisational Impact

The organization will benefit by:

Reduced total cost of purchased material, equipment and services
Better outcomes in disputes and claims with suppliers and contractors
Improved supplier performance
Having the advantage in negotiations as a result of their employees being better prepared and trained than the employees of the other side.
Greater likelihood that the organizations objectives in dealing with outside firms will be met.
An employee who is more comfortable in dealing with people at all levels both within the company and across the supply chain

Personal Impact

Attendees will gain by participation in this program as a result of:

Establishing an understanding of their existing negotiation capabilities
Increased skill sets in negotiations
A greater sense of confidence and professionalism
Applying increased negotiation skills to personnel situations
Greater ability to obtain desired outcomes in negotiations
Increased recognition by the organization due to improved performance

Who Should Attend?

Professionals involved in:

Projects, Contracts, Purchasing, Contract administration
Operations, Maintenance, Quality & Engineering
Other company activities that expose them or their staff’s to negotiations with contractors and suppliers and who want to improve their competency in this critical area of performance.

SEMINAR OUTLINE

DAY 1

What Makes a Negotiation a Success?

Negotiation Exercise Number 1
Personal obstacles to a successful negotiation
Purchasing responsibilities as a negotiator
Identifying the phases of a negotiation
Understanding the phases of a negotiation
What makes the “ winners” win – the elements of success
Comparing Approaches in Negotiations
Looking for a better deal for both parties
When to use what style of negotiation
Protecting yourself and your company
Using Time as a key element
Negotiation Exercise Number 2

DAY 2

The Expert Negotiator Has Many Talents

Skill sets and knowledge requirements
The role of intuition and Emotion
Understanding your present personal capability
Defining the negotiator competencies
Uncovering the learning gap
Identifying what should be negotiated
Positioning the negotiation
Determining the suppliers likely position
The influence of long and short term supplier relationships
The importance of research
Negotiation Exercise Number 3

DAY 3

Valuing Issues for Both Sides

Understanding price and cost
Determining the suppliers pricing strategy
Life cycle costing and improving added value
Developing price indices
Needs of a standard contract
Developing terms and conditions of contract
Transfer of ownership and risk
Warranties & spare parts issues
Liquidated damages
Negotiating contractor contingencies
Economic price adjustment clauses
The Tender Process – does it add value
Developing a tender assessment model
Negotiation Exercise Number 4

DAY 4

What Happens Inside Every Negotiation - Getting to “ Yes “

Negotiation in an e-Commerce environment
Testing the potential benefits of e-Commerce
Ethics in negotiation & tendering
Developing a transparent & ethical organisation
Negotiating with different cultures
Telephone negotiations
How to communicate your needs
How to move the other party to your viewpoint
How to gain advantage through listening
Body language and uncovering deception
Negotiation Exercise Number 5

DAY 5

Common Negotiation Tactics & Countermeasures

Framing the negotiation
Deciding your tactics and counter tactics
Dealing with bargaining
How to concede to gain advantage
How to keep the seller selling
Dealing with deadlocks in negotiations
Avoiding The Funny Money Trap
Lessons in negotiation from history
24 essential things to do in any negotiation

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Day 5

Training Methodology

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