A one-day workshop
This intensive one-day IACCM-approved programme helps participants develop the skills, knowledge and competencies required to plan for and carry out effective negotiations in a range of different environments.
learning objectives
- Understand the basic concepts of negotiation and how it adds value to the organisation
- Recognise the stages of negotiation and the skills required at each stage
- Make use of tried-and-tested negotiation planning tools
- Apply a range of negotiation tools and techniques to support the organisation in obtaining value for money, quality and fit-for-purpose outcomes
- Set negotiation objectives
- Appreciate the importance of interpersonal skills in maximising the opportunities for reaching win/win agreements
Expert trainer
Kenny is an experienced learning and development professional with a specialism in procurement training for large blue chip organisations. He is particularly experienced in delivering training on negotiation skills, procurement and supply chain management, contract law, project management and compliance for a range of clients across the UK and internationally.
Session outline
1. Welcome
- Introductions
- Aims and objectives
- Plan for the day
2. Why negotiate?
- Understanding the negotiation context
- Negotiating with suppliers
- Negotiating with stakeholders
3. Understanding the process
- The phases of negotiation and what to do in each phase
- Before
- During
- After
4. Planning
- Appreciating the importance of planning
- Different approaches
- Identifying the key variables
- Setting objectives for each of them
- Practical negotiation planning exercise
5. Doing
- The key skills required
- Communication
- Numeracy
- Empathy
- Applying these skills in a role play: practical exercise
6. Close
- Review of key learning points
- Personal action planning
