Cosensa - Negotiation Skills for Buyers

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Course Overview

Uncover the process, practice and psychology of negotiations. This course is an essential for those involved in regular purchasing decisions for their organisation. Delegates will engage in role-play scenarios leaving them with a new perspective on handling supplier relationships.

Content

Whose side are you on?

Understanding your responsibility to your organisation throughout the negotiation process.

Win-win

Everybody talks about it, but what happens when the supplier is uninterested in an outcome that suits both parties?
Ensuring your interests are met without having to give away more than you are prepared.

The psychology of negotiation

Why people do what they do and how to recognise and take advantage of unusual behaviour

Understanding the supplier’s perspective

What are their ‘yard-sticks’?
How do they manage their business?

Preparation

Establish your limits and prepare for what you will do if you can’t agree.

Opening the negotiation

Taking control, establishing your position and consistently achieving better outcomes.

Conducting the negotiation

Questioning skills and understanding how to ‘Trade’ properly.

Closure

Clarify the agreed points and ensure the deal sticks.

Learning outcomes

Who should attend

Level

Course benefits

Pre-course work

Further courses to consider

Certificates

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Negotiation Skills for Buyers

Course Overview