SCHEDULE
| Dates | Venue | Category |
| 6-10 March 2023 | Bangkok – Thailand | Supply Chain-Procurement |
| 15-19 May 2023 | Kuala Lumpur – Malaysia | Supply Chain-Procurement |
| 22-26 May 2023 | Port Moresby – Papua New Guinea | Supply Chain-Procurement |
INTRODUCTION
At the end of this 5-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
Furthermore, you will become trained in using negotiation techniques and will discover which you will find easy/difficult to actually implement and how to work around that. You will also be able to identify the strengths and weakness of a buying alliances and how you can play with that as a negotiator.
BENEFITS OF ATTENDING
Upon the completion of this training, participants will be able to:
- 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
- distinguish the way of buying groups in private and branded negotiations
- understand all different steps in a tendering process
- analyse the weaknesses and strengths of every step of a that process
- understand how to read a price comparison file as to prepare negotiation
- practical use of trade storming as negotiation hard skill tool
- understand the use of a value matrix
- using mind mapping in negotiations
- practical use of BATNA
- feel the difference and interact with blue and red table negotiations
- make us of escalation
- using the art of positioning to your benefit
- using territoriality in negotiations
- a selection of some meeting techniques that can also be used in negotiation
- using the mysterious overlord in practice
WHO SHOULD ATTEND?
Negotiation Masterclass: Yellow and Green Belt Negotiator is targeted to professionals working in the sales and buying teams who have completed Yellow Belt Negotiator module. Professionals from the following departments at all levels will benefits more:
- Supply Chain
- Procurement
- Contract
- Purchasing
- Sales
COURSE OUTLINE
Session 1: Working with Buying Groups
- Understand the different models
- Identify the pillars of strength
- How to act with and against them
- Value for the industry
- Processes of the tendering
- Strengths vs weaknesses
Session 2: Negotiation techniques
- Understand key principles
- Dynamics of carrots&sticks
- Result-orientated negotiations
- Hard vs soft skills
Activity 1: BATNA negotiation diagram
Session 3: 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
Session 4: Working with Buying Groups
- Difference between private brand tenders and (inter)national brand nego
- Analyis of a tendering process and identifying weakness/strengths in all steps
- Understanding a price comparison
Session 4: Negotiation techniques
Hard skill negotiation techniques
- Practical use of hard skills using trade storming technique
- BCG value matrix
- Mindmapping negotiations
- Practical use of hard skills using BATNA
Activity 1: Buying alliance case studies
Activity 2: Trade storming and weighing
Activity 3: Selection of techniques and learning review Activity 4: Value matrix
Session 5: Negotiation techniques
Soft skill negotiation techniques
- Practical use of soft skills using visual techniques
- Practical use of soft skills using social techniques
Session 6: Soft skill negotiation techniques
- Blue vs red table
- Escalation dangers
- The art of positioning
- Territoriality in negotiation
- Meeting techniques
- Mysterious overlord
Activity: Selection of techniques and learning review