Source strategically, negotiate from prepared ground
Strategic sourcing delivers substantial savings to an organisation, and effective negotiation is the crucial technique that enables a sourcing strategy to be implemented successfully. This two-day programme is designed for procurement and commodity specialists to plan and execute an effective negotiation in support of a successful sourcing strategy.
Reserve a place on the next run
Full outline, dates and fees
What you will be able to do
- Analyse sourcing data, category plans and spend data before negotiating
- Establish a framework and clear objectives for the negotiation agenda
- Plan negotiation strategies, triggers, tactics and counter-tactics
- Manage differing behaviours and overcome blocks in difficult negotiations
- Recognise positive signals for closure and avoid critical mistakes
What the two days cover
Strategic sourcing delivers savings only when the negotiation that follows it is properly prepared, and the programme treats the two as a single discipline. It takes you from sourcing data, category plans and spend data analytics through to establishing the framework and objectives for the negotiation agenda, planning negotiation strategies, triggers, tactics and counter-tactics, and managing different behaviours and blocks in difficult negotiation. You will be able to prepare and conduct a structured sourcing negotiation, recognise positive signals for closure, and avoid the critical mistakes covered in the programme.
- Understanding Sourcing Data, Category Plan and Spend Data Analytics for Negotiation
- Establishing a Framework and Clear Objectives for Setting the Negotiation Agenda
- Understanding the Negotiation Process & the Content for Negotiation using Communication Techniques
- Planning and Preparing Negotiation Strategies, Triggers, Tactics & Counter-Tactics
- Managing Different Behaviours and Overcoming Blocks in Difficult Negotiation
- Recognising Positive Signals for Closure & Avoiding Critical Mistakes in Negotiation
- Practical Case Exercises and Role-plays
Written for practitioners
You prepare the category plan and then sit at the table to defend it, usually opposite a professional seller. The programme is written for Sourcing Managers, Category Managers, Commodity Specialists, Contracts Officers and Procurement Executives who negotiate prices, terms and supply commitments as a regular part of the role. Both days are interspersed with case exercises and role-plays, so the programme rewards those who negotiate regularly rather than occasionally.
Deliver this programme in-house
Run it for your team at your premises — in Singapore or overseas — tailored to your organisation's categories and operations, or go further with a fully customised engagement.
You may also consider: Sustainable Procurement · Developing Cost-Savings Strategies