Negotiations for buyers
Corporate training to improve the negotiating position of your procurement team
Why should your procurement team take the Negotiations for Buyers training?
Do you know how much you leave on the negotiating table? And how much could you get and bring to your company not at the expense of your opponent, but by being able to see more than just the contract price? At the online training “Negotiations for Procurement” with Maryna Trepova and Victoria Kravchenko from IPSM, you will master the tools of a negotiator, practice them with colleagues, get feedback and learn how to negotiate on your own.
This training is the quintessence of our experience and knowledge in procurement. We will practice on cases based on real business examples.
Training objectives:
- Learn the tools of the negotiator: Negotiation planner, goal setting, boundary setting, teamwork, handling objections.
- Develop negotiation skills and real business situations that require the full involvement of all participants.
- Practice on a business simulator. During the training, real negotiations are conducted and the trainer conducts a detailed analysis of the communication and negotiation style of each participant and the entire group.
- Get feedback. The trainer gives each participant feedback and recommendations for development.
Key topics important in the negotiations:
Roles in negotiations. Who am I? Who is my opponent? What are the roles of my team?
Preparing for negotiations. What information do we need? And where do we collect it?
Negotiation planning. Scenarios that we need to work out in advance.
Goals in negotiations, BATNA
Bidding. What style of bidding should I choose?
Closing of negotiations. What happens after the auction?
Format and duration
Learning formats: online / offline / mixed
Duration of training: 15 hours
During the classes, all participants will learn tools, approaches, and methods and use them immediately. We will work in small groups. We will give you templates that you can work with the very next day after the training. The training will be based on live business cases taken from real business.
Detailed program of the training “Negotiations for buyers”
| MODULE 1. |
| Beginning. Introduction. Expectations |
| Styles in negotiations. Who am I? What are the roles of my team? Who is my opponent? Approaches to the psychological type of personality. Who am I in negotiations? What personality types are found in negotiations? What do you need to know to influence others? How to quickly determine the personality type? How to build communication with other personality types.
|
| MODULE 2. |
| Reflection on the previous day Conducting a role-playing game BLUE\RED, practicing cooperation skills, teamwork, understanding each other’s motives for behavior. Analysis of the game
|
| MODULE 3. |
| Reflection on the previous day Negotiations. Preparation and planning. Boundaries in negotiations. ZOPA, BATNA Business case #1, role play. Familiarization with the terms of the case, preparation for negotiations. Playback. Provide feedback
|
| MODULE 4. |
| Reflection on the previous day Peculiarities of communication skills in different psychotypes. Negotiation tango.Bidding stage – how long does it last, can it be repeated? Closing the deal.Training business case #2. Case preparation, replay, review of negotiations and analysis.Providing feedback |
| MODULE 5. |
| Reflection on the previous day Conflict in the communication process. How to respond to it and what to do? Different styles of conflict. Hidden and open conflict. Manipulations in negotiations. How to identify them? How do we manage and counteract them? What is our reaction to manipulation? “Negotiation Aikido” technique
|
| Summarizing the results. Drawing up a personal development plan.
|
Who will it be useful for?
Professionals in procurement
- Heads of the procurement function
- Category managers
- Procurement managers
Professionals in the supply chain
- Heads of the supply chain function
- Logistics managers
- Specialists in planning
Employees of production and planning departments
- Directors of production
- Material planning managers
- Production managers
Heads of departments working with procurement and supply chain
- Sales managers
- Financial managers
- Lawyers
- Marketing managers
As a result of the training, participants:
- Learn the tools to use during negotiations
- Understand the typology of negotiators and methods of influencing them
- Practice negotiation skills
- See their game in training business cases
- Receive feedback from the trainer and from their colleagues
- They will be able to prepare for negotiations on their own using the Negotiation Planner
Describe your need
For more information, please email request@ip-sm.com or call: +380633043964, Oksana Yakovenko.
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Why participate?
We guarantee
High professionalism of trainers with Ukrainian and international experience.
You will receive
Knowledge from top speakers and the opportunity to practice negotiation skills with them
Practical knowledge
The training uses real-life examples from Ukrainian and international business.
The training was organized by IPSM.
