Tactics for Negotiation in Procurement Course 5: Suitable Tactics I
Master The Negotiation Challenge Course 5: Suitable Tactics I. Learn anchoring, the art of questioning, and handling subtle negotiation tactics. Enroll now!
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Skills you'll gain
Skills you'll build in this course
- Lesson 1: Definition of Tactics – First, clearly differentiate between strategy and tactics. Understand how short-term measures directly support your long-term negotiation goals.
- Lesson 2: Tactics Before the Negotiation – Next, master your timing and location choices. Learn to handle subtle, impolite tactics like overheated rooms, cancelled appointments, or withheld hospitality.
- Lesson 3: Tactics to be Prepared – Master the art of questioning by using open, closed, and counter-questions. Furthermore, categorize your demands into red, yellow, and green clusters to ensure you always trade instead of concede. Finally, learn the immense power of setting a numerical anchor.
- Lesson 4: Starting the Negotiation – Discover how to use authentic small talk to break the ice. Next, learn to clarify your counterpart's mandate immediately. Additionally, learn to "put the fish on the table" by addressing conflicts early. Master specific techniques like the broken record, salami slicing, using odd numbers, and wearing the emotionless "Teflon suit".
- Lesson 5: Timeout & Deadlock – Finally, learn to take strategic timeouts to stop your opponent's momentum. Furthermore, discover how to use a deliberate deadlock to exert pressure and reset boundaries.
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Why learn with Andreas Stapelmann?
Andreas Stapelmann
I am a negotiation expert and have more than 25 years of experience in managing national and international purchasing departments. As a trained travel agent, I started my career in airline capacity purchasing and later moved to the automotive industry. There I was responsible for the global purchasing of services at a leading tier 1 automotive supplier with a purchasing volume of approximately 200 million euros, among other things. I discovered my passion…
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