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In-House and Custom Seminars
An in-house presentation allows the presenter and client to "custom fit" the individual topics in the seminar to meet the individual needs of the audience.
In addition to the negotiations seminars, we are able to conduct custom seminars containing any topics from any sections on the home page. Many firms select and combine topics from the "Purchasing Fundamentals" and "Purchasing Negotiations" seminars, as well as other topics. Call for more details.
Purchasing Negotiations: In-House Presentations
One Day Version
Two Day Version
One Day Version
For the one day version, the usual topics and times are:
Styles of Negotiation (and counter-strategies) (Time: 10 to 60 minutes)
- Power Negotiation
- Principled Negotiation
- Positional Bargaining
- Benevolent Negotiation
- Win-Win Negotiation
Traps of traditional Negotiation (includes barrier and strategies) (Time: 10 to 45 minutes)
The PRAM Model of Negotiation (Time: 10 to 20 minutes)
- Developing Win-Win Plans
- Establishing Win-Win Relationships
- Forming Win-Win Agreements
- Performing Win-Win Maintenance
Negotiation Issues: 20 Questions (Time: 60 minutes)
Step One: Planning (Time: 30 to 90 minutes)
- Assessing "State of Mind"
- Reversing a Negative "State of Mind"
- Role of Personalities
- Forming Planning Teams
- Site Selection Issues
- Determining Goals, Issues, and Priorities.
- Anticipating the Other Part's Wants.
- Developing Win-Win Solutions.
- Planning Questions.
Step Two: Relationships (Time: 30 to 90 minutes)
- The Role of People in Negotiation
- Getting Off On The Right Foot
- The Danger Of Win-Lose Relationships
- Building The Elements Of A Positive Relationship
Step Three: Win-Win Agreements (Time: 30 to 90 minutes)
- Verifying Areas of Agreement and Disagreement
- Engaging In Mutual Problem Solving
- Handling Deadlocks
- Avoiding "Ball Droppers"
- Agreement Finalization
- Post-Agreement Debriefing
Negotiation Tactics (Time: 10 to 90 minutes)
Step Four: Maintenance (Time: 20 minutes)
- Maintaining the Agreement
- Maintaining the Planning
- Maintaining the Relationship
- Maintenance Activities
Partnering (Time: 20 to 90 minutes)
Two Day Version
The two day version of the seminar, we can add some additional topic as well as expand some of the previous topics:
Other Negotiation Issues
- Body Language (Time: 20 to 60 minutes)
- Telephone Negotiation (Time: 15 minutes)
- Listening (Time: 15 minutes)
- Cooperation Exercise (Time: 45 minutes)
- Cost Analysis (Time: 15 to 120 minutes)
Day One
Day Two
For the two day version, the usual topics and times are:
Day One
Cost Analysis: Anatomy of a Price (Time: 30 minutes)
Styles of Negotiation (Time: 60 minutes)
- Power Negotiation
- Principled Negotiation
- Positional Bargaining
- Benevolent Negotiation
- Win-Win Negotiation
- Traps of Traditional Negotiation
- Selecting the "Right" Style
The PRAM Model of Negotiation (Time: 20 minutes)
- Developing Win-Win Plans
- Establishing Win-Win Relationships
- Forming Win-Win Agreements
- Performing Win-Win Maintenance
Negotiation Issues: 20 Questions (Time: 60 minutes)
Step One: Planning (Time: 90 minutes)
- Assessing "State of Mind"
- Reversing a Negative "State of Mind"
- Role of Personalities
- Forming Planning Teams
- Site Selection Issues
- Determining Goals, Issues, and Priorities.
- Anticipating the Other Party's Wants.
- Developing Win-Win Solutions.
- Planning Questions.
Negotiation Tactics Exercise (Time: 60 minutes)
Negotiation Simulation I
- Group Planning (Time: 1 hour)
- Negotiation Session (Time: 1 hour)
- Critique and Wrap-Up (Time: 30 minutes)
Day Two
Step Two: Relationships (Time: 30-75 minutes)
- The Role of People in Negotiation
- Getting Off on the Right Foot
- The Danger of Win-Lose Relationships
- Exercise: Building Positive Relationships (Time: 45 minutes)
Step Three: Win-Win Agreements (Time: 60 minutes)
- Verifying Areas of Agreement and Disagreement
- Engaging in Mutual Problem Solving
- Handling Deadlocks
- Avoiding "Ball Droppers"
- Agreement Finalization
- Post-Agreement Debriefing
Body Language (Time: 20 minutes)
Step Four: Maintenance (Time: 20 minutes)
- Maintaining the Agreement
- Maintaining the Planning
- Maintaining the Relationship
- Maintenance Activities
Partnering/Strategic Alliances (Time: 30 minutes)
Negotiation Simulation II: Win-Win Emphasis
- Group Planning (Time: 2 hours)
- Negotiation Session (Time: 2 hours)
- Critique and Wrap-Up (Time: 30 minutes)
The critique at the end of each negotiation simulation calls for an assessment of session, including asking the groups (1) what they did right, (2) what they did wrong, (3) what might have given them a better result. The instructor also lays out the positive and negative factors which I noted during the session, and discuss alternate solutions.
In addition to the negotiations seminars, we are able to conduct custom seminars containing any topics from any sections on the home page. Many firms select and combine topics from the "Purchasing Fundamentals" and "Purchasing Negotiations" seminars, as well as other topics. Call for more details.
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