This course is entirely practical. It presents the working techniques in purchasing of goods and services and involves each participant in many real cases from trainer’s practice. Many role games are played and the trainer gives directions for overcoming the obstacles during negotiations. Special attention is paid to most commonly met cases of lost profits which lead to loses for the firms.

The course is suitable for company managers, purchasing managers and buyers.

Purpose

The purpose of this seminar is to involve the participants in real negotiations situations and help them to improve their skills for achieving the set targets.

After graduating this course, the trainees would be able to:

• Manage more complex negotiations situations than before the course
• Recognize possibilities for profit maximization

Curriculum

1. Research

Cases:

• Hidden information
• Information leakages
• Information collection – the “stupid” role
• When to discuss the contract
• The agent’s strength

2. Get out of the common sense

Cases:

• Sole supplier situation – 3 party role game
• Authority and hierarchy
• Bluffing
• Creating precedents
• The correct buyer

3. Embarrassing the opponent

Cases:

• First offer and counter offer
• Shock from the offer
• One more thing in the last moment
• Change of opinion
• Rejection in the last moment

4. Overcome emotions

Cases:

• Charisma
• Intolerance between negotiators
• Conflicts during negotiations
• Threats
• Fear from missing benefits

5. Unethical negotiations

Cases:

• Arm twisting
• Cherry picking
• Deliberate mistake
• Many negotiators in different time periods
• Cartels

6. Pressure in negotiations

Cases:

• Lack of time
• Fait accompli
• Pressure from internal customer or manager
• The strength of state authorities
• Dealing with ultimatums

7. Psychology of successful negotiators

Cases:

• Win-win situations
• Win at any cost
• Culture differences
• Motivation
• Solving a personal issue