Effective Negotiation Management - Skills And Strategies

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Private Class from

1600/day

(2 Days)

BENEFITS

Upon completion of this program, participants will be able to:

  • Knowing how to prepare for and begin a negotiation the right way
  • Being able to set realistic and achievable negotiation objectives and targets and develop an effective negotiation strategy
  • Learning how to negotiate with difficult people, people from other countries and through the telephone
  • Practicing how to apply the most effective negotiating tactics at each critical stage of the negotiating process In order to bring it to a favorable conclusion for both parties
  • Familiarizing yourself with the ways and methods of managing the post negotiation agreement

AUDIENCE

This program is specially design for all executives and Managers in Finance, Distribution, Marketing, Shipping, Production, Logistics, and All Department heads involve in supplier, buyers evaluation, selection and development processes.

METHODOLOGY

The program will be conducted with highly interactive lectures, PowerPoint slides presentation, discussion, case studies, and question and answer sessions.

DEFINING NEGOTIATION AND ITS IMPORTANCE IN SUPPLY MANAGEMENT
  • Understanding The Term ‘Negotiation’ In The Context Of The Supply Chain
  • The 7 Objectives For Procurement Or Sales Negotiations Focusing 3 Major Variables
  • Analyzing The Price, Performance, Control, Cooperation, And Relationship Factors
NEGOTIATION SEQUENCES LEADING TO THE FORMAL PLANNING PROCESS
  • The Circumstances Dictating The Usage Of Negotiation With Quality, Service And Price
  • The Formal Negotiation Process Consisting Of Preparation, Discussion And Debriefing
EXECUTING THE NEGOTIATION POSITIONING STRATEGY
  • Establishing Objectives In Negotiation Using The Minimum And Maximum Positioning
  • The 5 Powerful Negotiation Activities Of Batna, Agenda, Mock, Cribsheet And Draft
THE CRITICAL APPLICATION OF NEGOTIATION SYNERGIES AND TECHNIQUES
  • The Strategies Of Co-Creative Synergies Of Vision, Integrity, Trust And Attitude
  • The 3 Divisions Of Negotiation Techniques Into Universal, Transactional And Alliance
ROUNDING-UP APPROACH IN NEGOTIATION LEADING TO FINAL CONTROL AND MONITORING
  • The Dynamics Of Transactional Negotiation For Win-Win Or Win-Lose Situations
  • Format For Documentation Of Negotiation From Introductory To Summary
UNDERSTANDING INTERNATIONAL NEGOTIATION CONTEXT AND AN IN-SIGHT OF CROSS BORDER TRADE
  • A Unilateral Strategy In The Context Of International Negotiations
  • The Political, Social, Cultural, Economical Jargon In Global Trade
  • The Domicile Rules And Regulations Barrier
PRACTICAL APPROACHES AND SELECTED GROUP ASSIGNMENTS APPRECIATING THE SUCCESS OF A MODEL GLOBAL COMPANY

Trainers