Negotiation skills for buyers

Capita Learning & Development
Birmingham, London, United Kingdom

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' In today’s business world buyers and purchasers are facing growing pressure to achieve better results and increase profitability. The absence of effective negotiation skills can have serious and detrimental effects on the individual to achieve this as well as the organisations ability to perform more efficiently. This course provides a solid understanding of the negotiation process and the skills involved in ensuring that your interests are met whilst still achieving a "win-win" outcome for both parties.

Learning objectives

Gain a solid grounding in effective negotiations to enable you to improve your bargaining skills with suppliers
Understand the importance of following the negotiation process
Experience why Win-Win is the most sustainable route for building effective and long term buyer/supplier relationships
Recognise supplier behaviours and ploys and how to deal with them
Improve negotiation skills.

Course content

The benefits of adopting a structured approach to negotiating
Practical steps to negotiation preparation
Establishing a fall-back position to negotiating an agreement
Deciding what you want and setting your priorities
Creating a credible opening position
Techniques for establishing the supplier’s position
Win-Win versus Win-Lose negotiations
Psychological interaction between buyer and seller
Understanding the supplier’s perspective
Assessing the balance of power
Matching the right behaviours to the situation
The importance of separating the people from the problem
Finding common positions, exploring options
Assessing the supplier’s position
Using incentives and pressures to encourage concessions
Proposals - when and how to make them, and how to respond to the supplier’s proposals
Tough negotiators - their techniques, tactics and ploys, and how to deal with them
Reading non-verbal communication
Bargaining - how not to give it all away
Reaching the deal - persuading the supplier to move to their ultimate position
Using the SURE process for final shared understanding, resource commitment and effective execution of the deal. ...''

Phone:0800 022 3414

School Address:

London Office:
17 - 19 Rochester Row, London SW1P 1LA

Birmingham Office:
Quadrant Court, 49 Calthorpe Road, Edgbaston, Birmingham B15 1TH


Jobs & Resumes: Birmingham, London
Houses & Roommates: Birmingham, London

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