INTRODUCTION
At the end of this 2-day, training you will come to an understanding of Buying Groups but even more understanding the art of negotiation. It will allow you to implement some soft and hard skills necessary to achieve results. On the other side, it will also allow you to recognize these techniques from your counterpart so you can act accordingly
BENEFITS OF ATTENDING
By the end of the course, participants will:
- know how to prepare a negotiation
- give value to the interests involved from both parties
- decide on your ideal outcome, bottom line and BATNA
- understand the models of Buying Alliances
- identify the weakness and strengths of those alliances
- understand the process of tendering
- differentiate hard and soft skills in negotiation
- understand the meaning of trade storming
- work with carrot&sticks
- understand the pitfalls in negotiations
- gain confidence in the negotiation game
WHO SHOULD ATTEND?
Negotiation Masterclass: Yellow Belt Negotiator is targeted to professionals working in the sales and buying teams. Professionals from the following departments at all levels will benefits more:
- Supply Chain
- Procurement
- Contract
- Purchasing
- Sales
COURSE OUTLINE
Day One:
Working with Buying Groups
- Understand the different models
- Identify the pillars of strenght
- How to act with and against them
- Value for the industry
- Processes of the tendering
- Strengths vs weaknesses
Negotiation techniques
- Understand key principles
- Dynamics of carrots&sticks
- Result-orientated negotiations
- Hard vs soft skills
Activity 1: BATNA negotiation diagram
Day Two:
Negotiation techniques
- Key KPIs for hard skills
- Working around KPIs
- Trade storming concept explained
- Escalation dangers
- The art of positioning
- Territoriality in negotiation
- Meeting techniques
- Mysterious overlord
Activity 1: introduction to trade storming
Activity 2: Margin build up scheme