Negotiation Skills and Cost Optimization for Purchasing Professionals

• Do you want to optimize your purchasing cost?
• Do you want to improve the role you play before the actual purchasing activity?
• Do you want to get the most out of purchasing?
• Do you want to save money and resources for your organization?
• Do you want to learn to persuade suppliers successfully?
• Do you want to understand the supplier’s body language and what they are saying?
• Do you make an impact on the supplier?
• Do you want to understand what techniques the supplier is using?
• Do you want to know the purchasing system to use to get the best value for money?
• Do you want to lean to control your emotions and facial expression at the negotiation table?
• Do you want to increase your bargaining power and stand out among competitors?
• Do you want to build up your communication skills for negotiation?
• Do you want to learn to negotiate with difficult suppliers?
• Are you having problems negotiating with the Generation Y people?
• Do you want to learn how to anticipate suppliers' rejections or difficult questions and handle them easily?
• Do you want to learn to handle objections from your suppliers?
• Do you want to be a better negotiator?

• Acquire systematic frameworks for analyzing and understanding negotiation
• Assess and heighten your awareness of your strengths and weaknesses as a negotiator
• Create and maximize value in negotiations
• Gain problem-solving techniques for distributing value fairly while strengthening relationships
• Inculcate the ability to deal with difficult negotiators and hard-bargaining tactics
• Learn how to match the process to the context
• Discover how effectively to manage and coordinate across and behind-the-table negotiations

Anyone who needs to communicate and negotiate a lot to solve their day-to-day work, business matters and multi-milllon dollars deals. 

• "The Art of Auctioning" 
• “Know Your Strengths and Weakness As a Negotiator now” Assessment 

• Purchase Negotiations and Cost Optimization
• Purchaser Role Before Negotiation
• Five-Stage Process Procurement Negotiation
• Workshop – Developing Procurement Strategies Before Negotiations

• How Persuasion Works – The Essential Steps
• Persuasive Language Patterns – getting what you want by asking
• Logical and Sensible Sequencing to Persuade
• Getting Unconscious Concurrence from the Other
• Workshop – Demonstrating the Power of Persuasion

• Anticipating possible objections and rejections 
• Reframing Ideas and Concepts
• Preparing a Strong BATNA Position to Increase Power 
• Techniques for Impact and Influence
• Workshop – Strategies & Preparations for Case Study 1 

• Visualizing and Reading Your Negotiating Partner
• Assessing Yours and the Other’s Negotiating Strategies
• Rapport and lasting relationships for Long Term Goals 
• Developing Stamina to Persevere
• Workshop & Role-Play – Stamina Gym for The Negotiators 
• Procurement Negotiation 1
• Participants form into teams and negotiate on given case study – Test of Strategy, Preparation, Stamina & Capabilities Learnt on Day 1

• Understanding the Total Cost of Purchasing 
• Cost Optimization during Sourcing & Selection
• Procurement Information Systems for Cost Optimization
• Procurement Value Analysis & Costing

• Mitigating and Overcoming Deadlocks, Difficult Situations
• Maintaining Composure and Confidence
• Preventing Provocations and Conflicts
• Role-Playing Conflict Resolution and Mitigation

• Recognizing Tactics Applied by Counterparts
• Applying Convincing Strategies
• Win – Win: Positional vs Principled Negotiations

This workshop’s methodology is a combination of expert input, Theatrical Improvisation (new) case studies, self-assessment, simulation, group discussions and sharing.