Preparation Strategies

• Developing Buyer Needs and Requirements
• Forming the Purchasing Negotiation Team
• Understanding the Buyer Position
• Understanding the Supplier Position
• The Number of Suppliers in the Market
• Economic Analysis of the Market
• Reducing the Supplier Portfolio to the Critical Few Elements
• Forming a Pre-Negotiation Checklist
• Forming the Negotiation Strategy

Implementing the Negotiation Strategy

• Making the Purchasing Plan Operational
• The Best Time to Negotiate
• Time is Power in Purchasing and Negotiation
• The Best Place to Negotiate
• Understanding Supplier Expectations
• The 80/20 Rule of Negotiation

Developing a Negotiating Style

• Attributes of a Good Negotiator
• Developing those Attributes by the Buyer
• Types of Questioning Styles
• Expressing your Purchasing Needs Effectively
• Knowing your Products and Commodities
• Active Listening Techniques

Positions of Strength

• Supplier Strong Points
• Buyer Strong Points
• Being Aware of Supplier Hidden Tactics

Dealing with Complex Negotiations

• Single Source Supplier
• Win/Win Meets Win/Lose
• Backdoor Buying Tactics
• Raging Emotions During a Negotiation
• Friends as Suppliers
• Ethical Behavior and Negotiation

Preparing and Conducting Individual and Team Negotiations

• Practical Role Plays
• Playing the Role of the Buyer
• Playing the Role of the Supplier