The Effective Procurement Negotiator
Online Training
Tested & Proven Procurement Negotiation Techniques, Strategies & Tools that Help to Negotiate Successfully Without Being a Pain on Suppliers’ Back!
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Finally, a Practical Online Course Including a 7 Steps Procurement Negotiation Process Busting Existing Myths & Providing Knowledge & Strategies to Help You Become …
The Effective Procurement NegotiatorTM
There’s a myth about negotiations ...
...a dangerous myth that could have DISASTROUS consequences for anyone who believes it.
Want to know what it is?
It's the myth of Win-Win Negotiations or splitting the pie down in the middle. Where parties end up in meeting half-way and both the supplier and the buyer resent each other …
Here’s a likely scenario when negotiating with
suppliers
Buyer - Your Price is Too High?
Supplier - How High?
Buyer - 15% too high (or just fill the % of discount you ask)
Supplier - Wow, we would not make any money at that discount. I can give 6% discount - Is that OK?
Buyer - No, no, that’s still too high?
Supplier - I can offer our best price for you only at 8% discount. Shall we get this signed?
Buyer - No that’s still too high. At the least I want 12%.
Supplier - I’m sorry I can’t do that. However I’d like to help you, let’s meet halfway through at 10% discount.
Buyer - Hmm, OK I think I can live with 10% discount.
Supplier - You know, you really drive a hard bargain.
In the best case scenario buyer is happy that got 10% discount, but it’s likely the supplier had already included an extra 10% in the initial quote, and got what he wanted anyway.
You would not have gotten a real 10% discount, unless you really knew what you were negotiating for. Or if you negotiated on price alone, without considering other items that will probably cost twice as much after you’ve signed the contract.
… And in a worst case scenario, where the Supplier offers less than what the Buyer was expecting, but more than they could.
… at the end the supplier offers sub-par goods or services and buyer gets frustrated. As a saying goes - “If You Pay Peanuts, You Get Monkeys”
These happen because buyers are focused on the wrong thing - focusing on ‘banging” the supplier for a lower price, because they don’t know better. But there’s a different way to negotiate effectively and successfully so that you get more than just a lower price and at the same time without being a pain in the neck for the supplier.
At Purchasing & Procurement Center we welcome about 70,000 plus procurement executives every month as visitors to our website and 20,000 of them are looking for ideas on how to best negotiate with suppliers.
Whether it is about how to prepare for negotiations, or how to write an effective negotiation letter to suppliers to get their expected price without sounding needy and being a pain in suppliers neck, or how to answer difficult supplier questions like “what’s your budget” or “who are the other suppliers bidding for this project”.
And many do find what they’re looking for. For example Lucy Tan said:
I would like to rate it 10. The contents are well organized. The most relevant part for me and my company is "Prepare, prepare, prepare".
And here’s another one:
Great job - a 9 out of 10 from my perspective. I like it because it not only tells the reader how to prep for a negotiation but to be realistic in what can be achieved.
Robert J. Vannelli, Jr.Senior Buyer, Air Liquide Advanced Business & Technologies, Newport, DE
Course Benefits
The Effective Procurement Negotiator E-Course is a result of selected strategies and tools delivered for clients in a normal training class. We prepared and recorded selected contents covered in the course and now are making it accessible to all procurement professionals worldwide.
This online training is probably the only negotiation e-course for procurement that shows techniques, strategies and tools that are simple to use so that you get results almost immediately. For example:
- The 6 Critical questions suppliers always ask and word by word replies to all of them
- (Answers to … How much is your budget? Or Who are the other suppliers you’ve contacted for this?)
- Dozens of items that can you negotiate apart from price so that suppliers have incentives to work with you!
- 7 Steps to Getting Suppliers to Give Cost Breakdowns of their quotes so that you know where to really negotiate
- Step by Step Process in Negotiating and Resisting Price Increases so that you either maintain the same prices as before or sometimes even get a lower price
- How to Invent Options when Negotiating
- Using the 9 Principles of Persuasion When Negotiating
- The 7 Steps Negotiation Process that you can use for all your negotiations
Just $297 Unlimited Access for 12 Months
Why Enroll in The Effective Procurement Negotiator?
Most Buyers have been ‘trained’ to be efficient - issue Purchase Orders, chase suppliers to deliver on time and get that ‘damned’ price the boss/company is looking for.
But negotiations is not just asking a lower price. It takes much more than that and to be effective the initial step is to understand the difference between effective vs efficient
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Efficiency is doing things right; effectiveness is doing the right things. There is surely nothing quite so useless as doing with great efficiency what should not be done at all. Peter Drucker - The Effective Executive |
In The Effective Procurement Negotiator Course you will learn on becoming very effective in your negotiations with suppliers, right from the beginning where:
These are examples where you learn to look at the bigger picture rather than just ‘parroting’ worn out phrases like “your price is too high” or “give me 10% discount”.
We created and collected our best learning and development materials and tools to come up with a quick, practical and realistic online training for new and seasoned procurement professionals so that to make you a successful negotiator.
We practice effectiveness ourselves as the course is not going to waste your time by reading hundreds of pages, but only learn in short videos principles and strategies that you can use immediately after.
That’s why each video is less than 10 minutes long so that you can ‘absorb’ one ‘chunk’ or one small byte and then apply that in the next negotiation.
What This Online Course Is Not?
This is not an academic online course with dozens or hundreds of hours of learning that seldom if ever, any working professional goes through! We developed and collected the top 20 percent of the most valuable negotiation strategies and practices that procurement executives need for successfully negotiating with suppliers.
You are busy - in our experience people can’t find even half an hour a week, let alone longer. That’s why total time for this course is less than 4 hours, including brief reading materials and short videos between 3 to 10 minutes, tools & templates so that you can learn something in less than 10 minutes and then go back and start getting quick results.
At times you can get results immediately, for example how to negotiate effectively and get the supplier to come back and offer more discount than you thought of asking. All within 1 day - by simply knowing how to effectively ask for a supplier cost breakdown with our 7 step process.
This more often than not results in the supplier either giving a cost breakdown (which you can use to negotiate further) or simply giving in to your negotiation request.
Other times it might take days or weeks or even months and longer as in when working to build a strategic relationship with a supplier rather than a transactional one.
This course does not cover everything about procurement negotiations, rather concepts that are most important to know and use. It is not about how much you learn, but about how far you can use what you learn.
And that’s where The Effective Procurement Negotiator excels, since it gives you practical and realistic knowledge and tools that are simple, quick to use and very effective, that you can use in real life, regardless of your experience or seniority in procurement.
Just $297 Unlimited Access for 12 Months
The Effective Procurement Negotiator
Course Details
As this is a practical e-course there is no fluff or unnecessary materials ‘just to fill the void’ with non-value add information. You’ll find that the materials are straight to the point with knowledge and strategies that you can use right away.
Includes:
Total of 2 hours learning materials, including:
- 4 Modules,
- 21 videos,
- 1 ready to use template.
Summary of course details:
Module 1
Procurement Essentials You Need To Know Before Starting Negotiations
1 - Importance of Procurement Savings
2 - Understanding ABC/Spend Profile analysis (Part 1)
3 - How to Do ABC/Spend Profile Analysis (Part 2)
MODULE 2
Universal Negotiations Concepts & Knowledge for Procurement
1 - The Myth of Negotiations
2 - The Story of Jim 10 Percenter
3 - When Negotiations Start & Positional Negotiations
4 - Positional vs Principled Negotiations & Inventing Options
5 -The Nine (9) Principles of Persuasion in Negotiations
6 - Twelve (12) Mistakes to Avoid in Negotiations
MODULE 3
Practical & Hands On Negotiation Techniques & Strategies
1 - How to Answer 6 Tough Questions from Suppliers
Special Template
2 - What to Negotiate Apart from Price!
Special Template
3. How to get Suppliers Give a Price Breakdown of their Quotes
4. Negotiating and Resisting Price Increases
Module 4
The 7 Steps to the Negotiations Process
Step 1 - Stop Fighting Fires
Step 2 - What Do You Really Negotiate For?
Step 3 - Understanding the Supplier!
Step 4 - Ground Rules
Step 5 - Pre-negotiation Meeting
Step 6 - The Negotiation Meeting
Special Template
Step 7- After the Meeting
Just $297 Unlimited Access for 12 Months
Full Course Details
Module 1
Procurement Essentials You Need To Know Before Starting Negotiations
1 - Importance of Procurement Savings
Discover how much $1 Saved in Procurement Equals in Sales Revenue. After this you will never see procurement in the same way. Show then that each dollar you save from your negotiations has a much higher impact on the bottom line.
2. Understanding ABC/Spend Profile analysis (Part 1)
Learn how to classify suppliers into 3 groups and how to manage each group, so that you focus your negotiation efforts only on those suppliers that really matter.
3. How to Do ABC/Spend Profile Analysis (Part 2)
In the second part we will show how you can use an excel spreadsheet to do your own ABC/spend profile analysis.
MODULE 2
Universal Negotiations Concepts & Knowledge for Procurement
1 - The Myth of Negotiations
Discover how this myth holds back buyers from achieving better results in negotiations
2 - The Story of Jim 10 Percenter
The one thing buyers shouldn’t do when negotiating, illustrated with a real life case of a buyer called Jim.
3 - When Negotiations Start & Positional Negotiations
Find out when negotiation really start and what is positional negotiation. How often such negotiations are use and whether such an approach is worth or not.
4. Positional vs Principled Negotiations & Inventing Options
Learn the difference of positional vs principled negotiations and how to take it one notch up by inventing new options that neither buyer nor suppliers might have thought before.
5 -The Nine (9) Principles of Persuasion in Negotiations
Whether buyer or supplier these 9 persuasion principles are a must to know. Use them when dealing with suppliers or recognize when suppliers are using them on you.
6 - Twelve (12) Mistakes to Avoid in Negotiations
Many of these mistakes are done even before negotiations start. Learn what are they and how to avoid them.
MODULE 3
Practical & Hands On Negotiation Techniques & Strategies
1 - How to Answer 6 Tough Questions from Suppliers
Find out 6 common but tough questions suppliers ask from buyers and how to answer them effectively. Some of the questions that you’ll find answers to are:
What is your Budget? or Who are the other suppliers that are bidding for this project?
Special Template
6 questions and the answers provided in 1 page template
2 - What to Negotiate Apart from Price!
Most buyers only ask for a lower price. However true negotiators have a long list of items that they want to negotiate and ask for before setting foot in a meeting with the supplier (or a phone call for that matter). Discover what are other things you can negotiate apart from price
3. How to get Suppliers Give a Price Breakdown of their Quotes
Learn a specific process that includes 7 steps that will get almost every supplier give you a breakdown of their costing and how they arrived at their price. Use this to negotiate each item separately.
4. Negotiating and Resisting Price Increases
Discover specific processes to negotiate and resist requests for price increases from suppliers. With this process 3 things might happen:
- Best Case Scenario You might get a lower price; or
- You keep the same price; and
- Worst case scenario you have a tight documentation showing that the price increase was inevitable. You have proof, evidence and facts for your top management showing that you did all you could to resist the price increase.
Just $297 Unlimited Access for 12 Months
Module 4
The 7 Steps to the Negotiations Process
Step 1 - Stop Fighting Fires
When you’re too busy with issuing RFPs, following up on supplier payments, managing contracts and more you will not have time to negotiate effectively. Learn 2 strategies on where to focus your efforts for negotiations.
Step 2 - What Do You Really Negotiate For?
Discover that there’s only 1 thing you need to negotiate with suppliers. This will help to identify the right requirements from your internal customers as you’ll ask for this 1 thing from them as well.
Step 3 - Understanding the Supplier!
3 Questions to ask suppliers to truly understand how keen they are on doing business with you.
Step 4 - Ground Rules
Learn 5 Essential Practices that you should adopt in your negotiations whether you negotiate alone or have a team with you.
Step 5 - Pre-negotiation Meeting
Creating a supporting atmosphere for suppliers before you start negotiating with them
Step 6 - The Negotiation Meeting
An introduction to managing the negotiation meeting
Special Template
Negotiation Planning Form
Step 7- After the Meeting
How to ensure that both you and your supplier are clear on what was agreed and starting the supplier-buyer relationship on the right footing.
How Much is This?
Considering that our other clients have paid USD 10,000 or more for in-house trainings covering these core strategies or at the least USD 2,000 when attending public courses plus with all templates and tools included, USD 1,000 would be a fair price for anyone to access this online learning.
Especially considering that many procurement executives can actually include this as part of their training budget, $1,000 would be very reasonable.
However we wanted to make this a no-brainer for anyone to enroll. That’s why the investment for this …
… is not $ 1,000 …
… not even $ 500 but …
… only …
Investment of $297
Unlimited Access for 12 Months
But that’s not all - After you enroll, your investment is guaranteed in case you’re not happy for any reason whatsoever with our …
30 Days You Must Be Thrilled No Questions Asked Money Back Guarantee
If you’re not thrilled after going through the course, just tell us. Call, email or message us - You’ll get a full “no questions asked” refund. You’ll either love everything about this course or You’ll get it for free.
Just $297 Unlimited Access for 12 Months
We provide the tools and
strategies with The Effective Procurement
Negotiator!
Stand Out from the Pack & Create Your Own Opportunities.
How It Works!
The Effective Procurement Negotiator
This course is completely online. Once you enrol, you will get a username and password to access the program online. When you enroll today, here’s what you get:
- Unlimited access for 12 months
- 4 Core Modules
- Reading materials
- 21 Video Lessons
- 1 Template
Upon Completion of all the online modules you’ll be awarded:
Status and recognition as an Effective Procurement Negotiator
Just $297 Unlimited Access for 12 Months
Frequently Asked Questions (FAQs)
Q: Who is this course for?
A: The Effective Procurement Negotiator is best suited for procurement executives who deal with supplier sourcing, qualification and selection and review their offers.
While the level of this course is basic to intermediate, many of the strategies might be new to even experienced executives. For example we’ve found that most do not have a process at all when it comes to negotiating and resisting price increases or asking and getting supplier price breakdowns.
That’s why this course will be enlightening for both the new and experienced procurement executives.
Q: Is this a Certified Course?
A: No, this is not a certified course. Certification involves exams or assessments. This is a practical online course for working adults that are looking at learning strategies on negotiating effectively with suppliers, without exams or assessments at the end.
However we award at the end a Digital Certificate of Achievement which confirms that an individual has completed successfully all online modules.
If you are interested in Certifications, then check out Online Procurement Certifications here
Q: How Valuable is Your Certificate of Achievement?
A: The certificate itself is valuable in the sense that it shows that you are focused on your own skills-building and professional development. That usually makes you stand out from the crowd.
What's far more valuable than any certificate, however, is the actual knowledge you're going to receive when you take this online course and complete it. You will know how to professionally negotiate with suppliers and show bottom line results whether it is lower prices, better value or lower total cost of ownership.
Q. Are there any special offers/discounts?
A: At this time there are no special offers or discounts available. Fortunately we have priced our online courses very reasonably so that they are really affordable to all.
Q: How long do I have to complete the online class once I am enrolled?
A: You can move at your own pace! We understand that life happens, and that just because you enroll today that doesn't mean you'll be able to finish (or even start) the online course this week. And that's ok! That’s why we give 12 months unlimited access for the online course.
Also what we find is that many individuals go through the class quickly first and then come back to review each video later on, especially before doing actual negotiations. We recommend that you watch at least 1 video per week and use what you learn in your day to day job, so that you can build skills steadily.
Q: Is there any guarantee if I’m not happy with the course?
A: Yes, there is a 30 Days You Must Be Thrilled No Questions Asked Money Back Guarantee. If you’re not thrilled after going through the course, we don’t deserve your money. You can simply email us and the refund will be made back to your credit card.
Just $297 Unlimited Access for 12 Months