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Cross-cutting

Negotiations with Suppliers

Negotiation 35 hours

Introduction

This training programme in «Negotiations with Suppliers»focuses on the development of" skills and strategies essential for excelling in the field of trade negotiations. Throughout the training, professionals acquire the required skills to manage effectively the differences between the services offered and expectations of clients across various sectors.

The programme focuses on the development of key skills, such as the identification of strategies appropriate for each situation, conflict management, strategic decision-making and reaching agreements beneficial in the surrounding area commercial. Cases are discussed practical exercises and scenarios practical ways to improve the applicability of the knowledge gained.

Objectives

  • To learn key concepts in commercial negotiation.

  • Improve communication skills.

  • Apply the principles of effective negotiation.

  • Identify types and styles of negotiation.

  • Master the different stages of the negotiation process.

  • Develop strategies for successful agreements.

Table of Contents

TEACHING UNIT 1. COMMERCIAL NEGOTIATION: THE NEGOTIATOR.

  1. The concept of commercial negotiation.
  2. Differences between selling and negotiating.
  3. Elements of negotiation.
  4. The protocol for negotiations.
  5. Negotiating on home ground.
  6. Negotiation on the other side’s turf.
  7. Negotiations on neutral ground.
  8. Communication.
  9. Verbal communication.
  10. Non-verbal communication.
  11. Principles of negotiation.
  12. To present our case in the best possible light.
  13. To understand the scope and strength of our power.
  14. Getting to know the other party.
  15. Prioritise needs over wants.
  16. Set yourself some ambitious goals.
  17. Manage information skilfully.
  18. Award the concessions in accordance with the relevant provisions.
  19. Types and styles of negotiation.
  20. Characteristics of a negotiator.
  21. Types of negotiator.
  22. International negotiation styles.

TEACHING UNIT 2. THE PROCESS OF COMMERCIAL NEGOTIATION.

  1. Preparation phase.
  2. Development phase.
  3. Discussion.
  4. Signs.
  5. Proposals.
  6. Exchanges and concessions.
  7. Arguments.
  8. Blockages.
  9. Objections.
  10. Close.
  11. Post-denial.

TEACHING UNIT 3. THE NEGOTIATION PROCESS.

  1. Strategies and tactics.
  2. Strategies.
  3. Negotiation tactics.
  4. Communication.
  5. Skills, characteristics and preparation of negotiators. Their selection.
  6. How should negotiators be prepared?.

TEACHING UNIT 4. DOCUMENTING NEGOTIATIONS.

  1. Documentation and support material for negotiations.
  2. Related factors.
  3. The environment.
  4. The meeting place.
  5. The issue of ethics in negotiation.
  6. The negotiator’s profile.
  7. The agreement.
  8. Some guidelines for administration and supervision.

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