Training on Negotiation Skills for Purchasing Proffesionals

Course Overview

Negotiations are conducted by all organizations, including non-profit organizations. This step is undertaken between two or more parties to settle a difference of opinions, offers or requirements. Any negotiation strategy will reach its desirable outcome when it is undertaken in a structured and planned manner.

This structure or certain steps implemented before, during and after negotiation help achieve the desired outcome. The above-discussed steps start from preparation, discussion, clarification of goals, negotiation to agreement and implementation of a related course of action.

There are different types of tactics of negotiation, all with the same aim of achieving a peaceful and logical agreement at the end of the negotiation.

What are some of the advanced negotiation strategies one could adopt for better purchasing value? Control over emotions, knowing when to stop and when to walk away, presenting alternatives to the subject of negotiation, etc. are some of the strategies adopted for better purchasing value.

This training course will empower you with the complete skills set and confidence to successfully carry out negotiations on behalf of your organization or for your personal requirements to achieve better purchasing value.

This Negotiation Skills for Purchasing Professionals course will help you undertake important roles that could directly impact costs and growth of your organization, thereby ensuring that you are capable of handling these successfully and supporting your career growth and progression.

The knowledge and experience gained through this course will help you successfully carry out negotiations for any organization, thus not limiting you to one organization or industry.

Training Objectives

The main objective of thus Negotiation Skills for Purchasing Professionals course is to empower professionals with:

The complete skill set and confidence to conduct negotiations for the organization or self to achieve purchasing value
The knowledge and understanding of different types of negotiation strategies that can be applied in different situations to successfully achieve the desired objective
The confidence, experience and skill to undertake a critical roles in the organization that could positively impact organizational growth and development if performed appropriately and successfully.
The necessary skill, confidence and experience to train professionals to develop effective negotiation skills
The required listening skills to understand other perspectives while presenting solid logic for the agreement to end on terms and conditions favorable to the organization.
The ability and capabilities to control and reduce costs for the organization, thus contributing to higher profits, in turn demonstrating potential to progress to higher roles and responsibilities
Better relationship management and rapport building helpful to the business

Who Should Attend

Senior members and managers of organizations that undertake critical, large-scale bids and negotiations
Buyers and purchase department personnel responsible for all purchases made by the organization
Financial analysts and advisors responsible to oversee all finance-related decisions and costs incurred by the organization and suggest next steps accordingly
Investors intending to invest in any particular organization
Other organization personnel involved in negotiations in their roles
Members of the admin and infrastructure department of an organization who conduct critical negotiation very regularly for the organization
Any other professional who would like to know more about negotiation strategies to increase purchasing value

Duration

5Days

Training Outline

The Negotiation Skills for Purchasing Professionals training course covers the following areas important to understand negotiation strategies for better purchasing value:

Module 1- Principles of Negotiation

Gather information
Build relationships
Know yours and your opponents BATN (best alternative to a negotiated agreement)
Listen
Take care of your target

Module 2 – Approaches of Negotiation

Distributive Negotiation Approach
Lose-lose Approach
Compromise Approach
Integrative Negotiation Approach

Module 3 – Steps of Negotiation

Preparation and planning
Definition of ground rules
Clarification and justification
Bargaining and problem solving
Closure and implementation

Module 4 – Preparation for Negotiation

Know your strategy
Determine your negotiating style
Identify goals
Prepare a SWOT Analysis
Resolve pre-meeting questions
Design your deal
Compile your trading plan
Set the agenda
Build your team

Module 5 – Purchasing Negotiation Strategies for Buyers

Good guy/bad guy
Know when to walk ,away
Steer clear or ranges
Remember it not a two-round fight
Separate facts form emotions
Present alternatives and support compromise with facts

Module 6 – Important Negotiation Skill

Problem analysis
Preparation
Active listening
Emotional control
Verbal communication
Collaboration and teamwork
Problem-solving
Decision-making
Good relationship management
Ethics and reliability

Module 7 – Building Trust for Negotiations

Active collaboration
Mutual satisfaction
Open communication
Effective liaison
Long-term perspective

Module 8 – Challenges in Negotiation

Communication
Give and take
Power dynamics
Resolutions

Training Approach

This training program is delivered using blended training approach and comprises presentations, guided sessions of practical exercises, web-based tutorial and group work. Our facilitators are seasoned industry experts with years of experience, working as professional and trainers in these fields. All facilitation and course materials will be offered in English. The participants should be reasonably proficient in English.

Accreditation

Upon successful completion of this training, participants will be issued with a Protrain institute certificate.

Tailor-Made

This training can be customized to suit the needs of your institution upon request.

TRAINING DATE

VENUE

Register, Physical or Online Training

14/09/2024 to
19/09/2024

Nakuru

14/09/2024 to
19/09/2024

Nairobi

14/09/2024 to
19/09/2024

Nairobi

14/09/2024 to
19/09/2024

Nairobi