ADVANCED PROCUREMENT NEGOTIATIONS
Virtual Live Instructor-Led Training
Highly Practical & Engaging Procurement Negotiation Skills Training will Enable You to Become an Expert Negotiator with Realistic Role-Plays!
3 Days Virtual Live Instructor-Led Training Through Zoom
29 to 31 March 2022
5 hours per day x 3 days
As improved negotiation performance produces exponential business gains, this focused training program for procurement professionals will give you the skills and confidence to become an advanced negotiator. You will be able to negotiate much better deals, leaving less on the table, empowering you to exceed your business objectives.
The program’s learning approach is pragmatic and interactive. We embed theory through discussions, exercises, role-plays and application to own cases. Only then is learning sustainable and are great results achievable.
By attending this program you will use advanced negotiation techniques to:
- Further drive sustainable cost savings
- Add value for your stakeholders
- Develop collaborative supplier relationships
- Bargain and trade to resolve deadlocks and to create/capture value
- Read minds! (body language and other hidden signals)
- Manage supply risks
- Optimize negotiating virtually and in teams
How is this Different from Other Procurement Negotiation Trainings?
1. Learn From an Experienced Practitioner!
Sean Sidney is a truly inspirational trainer who has been in negotiation for nearly 20 years. In his multi-national roles, Sean negotiated large and complex procurement contracts. Sean now works as a negotiation consultant and trainer for a broad spectrum of organizations around the world.
"[I liked the] interactive, practical sessions, exercises"
2. Enjoy Learning & Have Fun!
Sean creates a fun interactive environment, where the training room comes to life. As people learn from doing and from making mistakes, Sean ensures the participants leave the course practiced and confident, able to convert their new skills into business gains.
He manages to do this, with his unique 'no slides' class-style i.e. no boring powerpoint presentations, but he will draw and write as he explains and engages participants during the class. Here's another comment from another participant attending Sean's online training:
"Quite Realistic & related to our work. It's really good! [I liked that it is] interactive and no slides"
3. Learn by Doing.
With the many exercises and group discussions this is a 'learning by doing' program. There are a dozen planned activities/exercises for almost each session during the training program.
Agenda & Outline ...
Reading Minds - Analyzing and Influencing!
Body Language and Tone
Key aspect of Hide and Seek. Using reading body language and tone to identify other party’s needs, weaknesses and Walk Away. And hiding your own.
Questioning
Listening
- How to use listening skills to encourage sharing of information and to uncover other party’s needs, weaknesses and Walk Away.
Negotiation Tactics
- Tactics are short-cuts or hacks, effectively using the fundamentals of negotiation of this programs.
- How to use tactics and how to defend against them.
Activity: Mind Reading!
- An exercise to practice reading the other party’s mind to understand better their Walk Away.
Managing Movement (You Move)!
Who goes first!
- The age old question answered, who should go first in a negotiation?
1/2 Way Rule
- Understanding and controlling subconscious concessions.
Pain and Explain
- The power of emotional signaling and logical justifying of your concessions.
Activity: Chef de Cuisine.
- Exercise to introduce compromise vs win/win.
Managing Movement (They Move)!
Compromising
Why compromising can be just you giving?
How to use this negotiation hack to make them the one giving?
Trading
Further optimizing the trading of variables.
The 3 Influencers of Persuasion
1. Logic
Using rationale to encourage their movement.
2. Emotions
What are emotions?
How do they influence negotiators?
How we manage emotions (theirs and ours)?
How likeability is another key source of negotiation power.
3. Threats.
- What is a threat?
- Should we use them?
- How threats are the main source of negotiation power.
- How to fake that power (bluffing).
- Using mathematics to manage the risks.
Activity: Delivering the Threat.
- Group exercise to practice delivering threats so that to optimize impact and minimize risk.
Collaborating vs Competing
- Kraljic Matrix
- Strategize
- Trust & Aligned Goals
- Win the Win-Win
Optimizing Negotiation
- Negotiating with Colleagues
- Tips for Virtual Negotiations
Advanced Negotiation Simulation/Exercise with Zoom Room Breakouts
Simulation Preparation, Negotiation Execution & Feedback.
Final Activity: Capture Key Learnings.
- In groups, discuss key takeaways, Share with class & Commit to applying in future negotiations.
- Implementation Plan
What Others Say?
“[I liked] Interactive, practical sessions, exercises”.
“I did love the exercises during which we were negotiating with my colleagues”.
“A great course that will either teach you something new or tell you that what you're doing is what you should be doing”.
"The cases help illustrate how much you don't know about the other part, showing the importance of preparation. I really liked the combination of theory and practice. The theories helped me understand some of the hidden elements of negotiation. The exercises helped me understand how I can apply the theory in my daily work”.