Negotiation Strategies & Techniques

What you will be able to do

By the end of this programme you will be able to:

• Plan a negotiation around clear objectives and a practical model
• Identify and adapt to the negotiating style of the other party
• Recognise negotiation tactics used against you and counteract them
• Create negotiation leverage by validating assumptions and reading non-verbal signals
• Open, conduct and close a negotiation professionally, avoiding common pitfalls

Programme outline

The programme begins with the opportunities for a business negotiation and the modes and practical models available, then works through setting clear objectives and planning, understanding and managing negotiating styles, recognising and counteracting negotiation tactics, negotiation leverage and non-verbal communication. It closes with the opening, conduct and closing of a professional negotiation, and the key success factors and pitfalls involved. You will be able to plan a negotiation around clear objectives, adapt to the style of the other party, counteract the tactics used against you, and conclude an agreement professionally.

1. Opportunities for a Business Negotiation
2. Modes & Practical Models for Negotiation
3. Setting Clear Objectives & Planning for Negotiation
4. Understanding & Managing Negotiating Styles
5. Recognising & Counteracting Negotiation Tactics
6. Developing Negotiation Strategy & Techniques
7. Non-Verbal Communication in Negotiation
8. Validating Assumptions, Creating Negotiation Leverage & Overcoming Obstacles
9. Opening, Conducting & Closing a Professional and Successful Negotiation
10. Key Success Factors & Pitfalls in Negotiation
11. Practical Case Exercises and Role-plays

Who should attend

You negotiate prices, terms and delivery commitments on behalf of the organisation, and the outcome is judged commercially long after the meeting ends. The programme is written for Procurement Executives, Purchasing Managers, Category Managers, Contracts Officers and Supply Chain Managers who settle those terms with suppliers. It also suits supervisors and team leads about to take the lead seat at the table.

Approving this for your team? The programme is suitable for staff development budgets, and SIPMM can invoice your organisation directly and arrange group registrations.

Your trainer

The programme is facilitated by an expert trainer with extensive years of experience in leadership positions in procurement, and the two days are interactive, interspersed with exercises and role-plays across a variety of negotiation scenarios.