In-Company Short Training Courses in Procurement, Purchasing & Supply.

Course Title: Negotiation theory and practise.

The course is designed to:

Provide the essential negotiation awareness and skills required for professional supply chain practitioners. It develops the concept of industrial negotiation practice including guidance on the planning, management and implementation of negotiated processes.

Course aims:

The course aims to enable the learner to make the first steps in developing this key professional skill including an insight into the importance of planning for a negotiation and managing the negotiation process to maximise their chances of successful outcomes.

Learning outcomes – At the end of the course students will be expected to be able to:

  • Construct a plan for a negotiation.
  • Demonstrate how to manage the negotiation process.
  • Produce a negotiation meeting strategy and structure a plan.
  • Demonstrate key skills of persuasion, questioning, listening, persuasion and using negotiation ploys and tactics.
  • Show how to close out negotiations.
  • Show how to ensure successful implementation of negotiation agreements.

Indicative Content:

This course will use case study and role play to highlight the skills and techniques developed in the learning programme.

Definitions of Negotiation:

  • Negotiation as a process.
  • When to negotiate?
  • Why negotiate?
  • Managing the process.

Gathering the right information:

  • The macro environment and PESTLE analysis.
  • Markets and Porter’s Five forces.
  • Kaljic’s Matrix.
  • Understand cost and price.
  • Understand the people component.
  • Understand and evaluate the legal position.

Creating the Plan:

  • Using SWOT to analyse the data gathered.
  • Assumptions and variables.
  • Setting rich targets.
  • Establishing teams and roles.
  • Deciding on the relationship approach.
  • Our intended tactics, ploys and persuaders.

Managing Negotiations:

A role-play session aimed at identifying a series of best practice approaches to managing face-to-face negotiations. This will take the form of an interactive do’s and don’ts session with practical cases used to illustrate the strengths of selected strategies.

  • Openings: objectives and techniques.
  • Testing Phase: objectives and techniques.
  • Proposing: objectives and techniques.
  • Bargaining: objectives and techniques.

Agreeing and Implementing:

  • Setting the objective; techniques, tactics, ploys, permissive tactics, manipulative tactics, persuading others.

Technical negotiation skills:

  • Communication; questions in negotiation; listening; presenting; conditioning Behaviours; body language; assertiveness in negotiation; aggression and negotiation.

Techniques for persuading:

  • Recognised methods of persuasion.
  • Persuasion behaviour theory.
  • The five persuaders and their strengths.
  • Using persuasion techniques to build winning solutions.

Negotiation and culture:

  • How different cultures view the role of negotiation in commercial practice.
  • The importance and danger of stereotyping.
  • Some examples of cultural approaches to negotiation.
  • Meet the person not the stereotype!

Further reading:

The course will identify and cover in full detailed learning outcomes required for assessment purposes. However, if you wish to read further in order to supplement your learning and cement your understanding of the course, content, aims, and purposes, we recommend the following book(s):

Getting to Yes: Negotiating an Agreement Without Giving In – Roger Fisher.

Purchasing and Supply Chain Management – Lysons and Farrington.