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Best Negotiation Skills for Procurement and Sourcing

By: London Management Centre

United Kingdom

11 - 15 Apr, 2016  5 days

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GBP 3,600

Negotiation is one of the core skills of business, essential for success in dealings with customers, suppliers and co-workers.  This programme has been designed to study the key issues in negotiation relating to procurement and sourcing, including negotiating with both suppliers and colleagues.

Who should attend?

This course is designed for buyers, managers, technical specifiers and sales professionals wishing to gain an insight into the art and science of procurement negotiation.  The course is designed to be applicable to all personnel engaging in contact with suppliers, or taking part in the management of suppliers.

  • Key Issues in Negotiations
  • Negotiation Approaches
  • Win- win and win-lose negotiations
  • One-off negotiations
  • Repeated negotiations
  • Preferred styles
  • Negotiation Priorities
  • BATNA - best alternative to negotiated agreement
  • Needs, wants and nice to have elements
  • Price  and other issues
  • Interests and positions
  • The Process of Negotiation
  • Influencing internally and externally
  • Team negotiation roles
  • Controlling time and the environment
  • Sales ploys and how to manage them
  • Crunch Points
  • The body clock and circadian rhythms
  • How to manage closing techniques
  • Verbal and non-verbal clues
  • Negotiating from a Weak Position
  • Brainstorming option and scenarios
  • Leveraging your position
  • Planning your next negotiation
  • After the negotiation - ensuring delivery
  • Case Studies
  • Ryanair
London Management Centre, 92 Seymour Pl, Marylebone, London W1H 2NJ Apr 11 - 15 Apr, 2016
GBP 3,600.00
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+44 (20) 7724 6007