Negotiation Strategies for Better Purchasing Value
Details
- 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
- Handle and deal with complex negotiation situations
- Understand supplier strong points and buyer strong points
Outline
Preparation Strategies
- Developing Buyer Needs and Requirements
- Forming the Purchasing Negotiation Team
- Understanding the Buyer/Supplier Position
- Supplier and Market Analysis
- Reducing the Supplier Portfolio to the Critical Few Elements
- Forming a Pre-Negotiation Checklist
Implementing The Strategy
- How to Make the Purchasing Plan Operational
- When to Negotiate?
- Where to Negotiate?
- Understanding Supplier Expectations
Developing A Negotiating Style
- Attributes of a Good Negotiator
- How the Buyer Can Develop Those Attributes
- Types of Questioning Styles
- Expressing Your Purchasing Needs Effectively
- Active Listening Techniques
Positions Of Strength
- Supplier Strong Points
- Buyer Strong Points
- Being Aware of Supplier Hidden Tactics
Dealing With Complex Negotiations
- Single Source Supplier
- Win/Win Meets Win/Lose
- Backdoor Buying
- Raging Emotions
- Friends as Suppliers
Preparing and conducting individual And team negotiations
- Practical Role Plays
FOR WHOM:Stores, Purchasing and Logistics Personnel in the Public and Private Sectors.
TRAINING METHODOLOGY
The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.
Speaker/s
Special Offer
Alpha Partners is a reputable firm of Training and Management Consultants with many years of corporate training experience in Finance, Accounting, Auditing, Banking, Management, Information Technology, Oil and Gas Sector, Security, Engineering, Public Relations, Secretarial Studies, Leadership, Marketing and other fields of human endeavour.
We are one of the leading players in the profession. Our firm, a multi-disciplinary one with highly talented, experienced and dedicated partners and staff who have experiences in different facets of working life was established in 1996 and has branches in Lagos, Enugu and Awka.
We offer a wide range of professional services, which covers audits, accounting, finance, taxation, ICT, security, engineering, insurance, human resources management, secretarial and consultancy services in all ramifications.
Our numerous clients attest to the high quality services we offer which contribute in no small measure in ensuring sound and efficient management of their resources.
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