| Session Date: | Fri, 26 September, 13:00 - 16:00 (GST) / 10:00 - 13:00 (BST) |
| Location | Live Instructor Led - Online Training |
| Cost | $150 per seatFree for SCMDOJO Annual Members |
| Contact | [email protected] |
In-Class Expert-Led, 3-Hour Training Agenda
More and more companies are realizing that having a solid procurement strategy is key to managing supplier relationships—and to boosting profits. Having good negotiation skills is key to getting the best results and meeting management expectations.
As the saying goes, "If you fail to prepare, you're preparing to fail." This is especially true when it comes to negotiation. It's always a good idea to get an early start on your preparation because there's a lot to cover! There are so many things to think about, like goals, strategy, tactics, team, facts and figures… remember this proverb: "The early bird catches the worm."
In this training, you'll learn about the different steps of structured preparation, how to set smart goals and choosing the right strategy. Furthermore, you'll understand the importance of a clearly defined "License to negotiate". After completing this training, you'll see that preparation for negotiation is not a question of time but a question of priority.
Why Procurement Professionals Must Learn This Course
- Understand the importance of professional and structured negotiation preparation.
- Gain a clear understanding of smart goal setting and the value of a license to negotiate.
- Hear how power and relationships influence the selection of the right strategy.
- Learn from a negotiation expert who combines long-lasted practical experience and theoretical knowledge on common negotiation methods
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Training Agenda
| # | Time | Topic | Duration (Mins) |
|---|---|---|---|
| 1 | 11:00 | Introduction, Expectation, Training target | 10 |
| 2 | 11:10 | Exercise – What do you need to prepare? | 5 |
| 3 | 11:15 | Roadmap to success – Goal-Strategy-Tactic | 20 |
| 4 | 11:35 | SMART Goal Setting | 15 |
| 5 | 11:50 | LTN – License to negotiate | 10 |
| 6 | 12:00 | Negotiation Simulation 1 – “Real Estate” | 20 |
| 7 | 12:20 | Results & debrief | 5 |
| 8 | 12:25 | Break | 15 |
| 9 | 12:40 | Most common strategies & how to choose the right one | 25 |
| 10 | 13:05 | Negotiation Simulation 2 – “Modern Art” | 20 |
| 11 | 13:25 | Results & debrief | 15 |
| 12 | 13:40 | Exercise – Which other tactics do you know? | 10 |
| 13 | 13:50 | Key Take Aways, Summary, Outlook to upcoming courses | 10 |
| 14 | 14:00 | The end |
Learning Outcomes
By the end of this session, you should be able to:
- Prepare a negotiation in a structured manner.
- Set goals using the SMART formula and derive an LTN from them.
- Choose the right strategy and take into account the balance of power and relationships.
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