Negotiation Masterclass - The True Art of Procurement Negotiation
Details
ADVANCED
Negotiation
Improve capability in negotiation behaviours at each stage of the process and confidence in terms of designing and executing negotiation plans.
The workshop explores complex negotiations and the tools, disciplines and behaviours that underpin effective negotiation. It includes role play and assumes prior knowledge of basic negotiation concepts and behaviours.
Outline
2 DAY COURSE
LEARNING OUTCOMES
Our practical two-day course will equip you with the knowledge and tools to:
- Develop plans including objectives and methods for complex negotiations.
- Develop fact-based negotiation methods that are based on sound robust arguments and be able to de-construct the other party's rationale and logic.
- Design and conduct cooperative negotiations and practice appropriate behaviours to support cooperation rather than incite competition.
- Develop an insight into cultural literacy in order to diagnose the other party's behaviours and decision-making processes. Then adapt your behaviour to avoid conflict.
- Recognise the impact of behaviour on others and adapt your own style to deploy the behaviours that will be most conducive to successful outcomes.
BENEFITS OF ATTENDING
- Increased confidence in negotiation preparation and planning to ensure the team is ready when they reach the table.
- More effectively facilitate the team to ensure each member knows what is expected of them in each phase.
- Lowers the likelihood of increased risk by the negotiation process being delayed, subverted or failing to deliver the desired results.
COURSE OVERVIEW
1 - What separates good negotiators from the rest?
2 - Planning for a successful negotiation
3 - The hierarchy of logical arguments
4 - How to negotiate more effectively in a team
5 - Concession behaviour in win/win negotiations
6 - Dealing with cultural issues in negotiations
7 - Resolving impasses in negotiations
8 - Neutralising negotiation tactics
9 - Practical role play
AUDIENCE
This workshop will be of benefit to practitioners who wish to build on their prior knowledge of the negotiation process and refresh their existing capability in terms of the skills and behaviours underpinning superior negotiation performance.
Speaker/s
Comprara is an organization that specializes in offering expertise for supplier and cost management solutions across three key areas – People, Process and Technology.
Comprara is all about supporting procurement and commercial leaders and their teams to gain more ground in the way they purchase to add increased value back into their organisation.
Comprara work with ASX 200 companies including some of the largest organisations in Australia and New Zealand in Telecommunications, Health, Energy, Financial Services, Retail Banking, Aviation, Manufacturing, Utilities, Transport, FMCG, Resources as well as the Public Sector to name just a few.
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