Our Clients have benefited on;
- 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 organization's 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
- Reduced organization disputes and complaints from internal and external stakeholders
Our Deliverables Impact on your Business
- 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
Detailed Services offered
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
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
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
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 Organization
- 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
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