Negotiation is a dialogue between two or more parties intended to reach a beneficial outcome. It is a bargaining (give and take) process between two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and aim to reach an agreement to settle a matter of mutual concern or resolve a conflict.
Objectives
The objective of this course is to provide participants with the information and knowledge to learn how to effectively plan a negotiation, prepare and manage a contract and to understand the critical role of the bargaining mix, targets, BATNA and the understand the stages of negotiation including post negotiation evaluation and improvement.
Outline
Main approaches in the negotiation of commercial agreements
Negotiation in relation to the stages of the sourcing process
Win-win integrative approaches to negotiations
Win-lose distributive approaches to negotiation
Setting targets and creating a best alternative to a negotiated agreement (BATNA)
Preparation for negotiations
Setting objectives and defining the variables for a commercial negotiation
The bargaining mix and defining the latitude (Max – Target – Fallback) for each of the variables in the bargaining mix
Positions and interests
Openings and presenting issues
Conducting, evaluating and improving commercial negotiations
Defining the stages of a negotiation such as preparation, opening, testing, proposing, bargaining, agreement and closure
The use of persuasion methods
The use of tactics to influence the other party
Reflecting on performance
Who Should Attend?
This course is designed for junior and middle managers that are involved in sales and marketing or procurement and supply. It is also useful for those involved in contract management.
Growthvue Management & Consultancy (M) Sdn BhdTalent Management Training Provider Johor Bahru (JB), Purchasing Supply Consulting Training Course, HR Training Courses Malaysia ~ Growthvue Management & Consultancy (M) Sdn Bhd
