This is a two (2) day intensive course. The course is conducted through:

• Regular scheduled public courses
• On-site (In house) courses for organisations or sectors’

This course is suitable for Directors, Heads, Managers, Executives Responsbile for
Procurement Negotiations including personell from the follow departments:

• Procurement
• Purchasing
• Supply Chain
• Contracts
• Sales & Marketing
• Key Business Units

Relevant work experience

By the end of this course, delegates will be able to:

• Gain new procurement negotiation insights into suppliers’ bargaining tactics,
• Learn how to structure your own strategic and tactical negotiating “master
  plan”,
• Establish negotiation targets and objectives more effectively,
• Determine critical facts about your suppliers and understand supplier
  negotiation tricks,
• Make power and influence work for you and not against you,
• Understand different types of bargaining in the procurement negotiation
  process,
• Prepare for negotiations to have as much information as possible, and
• Use negotiations strategy and tactics techniques for turning opponents into
  allies.

Module 1: Introducing negotiation
Module 2: Countering the seller’s advantage
Module 3: Red Sheet – a winning process for negotiation
Module 4: Planning the negotiation
Module 5: Negotiating across cultures
Module 6: Personality and negotiation
Module 7: Power
Module 8: Game theory in negotiation
Module 9: Defining outcomes
Module 10: The negotiating event
Module 11: Winning event tactics
Module 12: Body Language
Module 13: Managing what you say and how you say it
Module 14: Making it a success

This practical two-day course is designed for personal development. The format of
the workshop will be highly interactive, reflective and relevant to the participants. The facilitator will stimulate discussion relating to your work experiences.

A certificate of completion of course will be awarded to delegates who attend and
complete the training course as well as the award of CPD points.