Purchasing Negotiations Seminars

This course features a contemporary look at purchasing negotiations in the current economic environment. In the face of worldwide markets, many firms and organizations are turning to their purchasing departments for help in meeting the competitive challenge facing almost every business and service organization in the country.

Over the past ten years, the Win-Win method of negotiation has emerged as the essential negotiation style for the 1990's. The implementation of many other purchasing techniques such as partnering, just-in-time inventory, single sourcing, E.D.I., continuous improvement, and supplier certification make a positive approach to negotiation an indispensable prerequisite.

The goal of this seminar is to provide you with the tools and skills necessary to negotiate agreements which are favorable to you as well as the party you are dealing with. With Win-Win agreements, both parties come away motivated to honor their commitments. The purchaser, however, does not in any way just "give in." but simply uses a Win-Win approach. Hence, Win-Win negotiation is not a repackaged form of benevolent negotiation, nor another byword for giving in and feeling good about it. It is just what the name implies: Both parties come away winners!

Seminar Importance

Modern practitioners have discovered that Win-Win negotiation:

• Takes less time than traditional negotiation.
  
• Is far less stressful to both parties.
  
• Avoids the games often-played buyer/sellers games.
  
• Concentrates on problem solving for both parties.
  
• Results in better agreements.
  
• Enhances the profitability of the firm or organization.
  

In this seminar, you will also discover:

• How to defend against power negotiation strategies.
  
• Why negotiation is a business process, not a game.
  
• Four simple steps to successful negotiation.
  
• How to reduce negotiation planning to a simple task.
  
• Why the human factor plays a role in negotiation.
  
• Why agreements don't perform, but people do.
  
• How to form positive business relationships.
  
• How to avoid traps of win-lose relationships.
  
• How to guard against traditional negotiation tactics.
  
• How to avoid slipping into a win-lose trap.
  

Seminar Outline

Styles of Negotiation

• Power Negotiation
  
• Principled Negotiation
  
• Positional Bargaining
  
• Benevolent Negotiation
  
• Win-Win Negotiation
  
• Traps of Traditional Negotiation
  

The PRAM Model of Negotiation

• Developing Win-Win Plans
  
• Establishing Win-Win Relationships
  
• Forming Win-Win Agreements
  
• Performing Win-Win Maintenance
  

Step One: Planning

• 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.
  

Step Two: Relationships

• 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

• Verifying Areas of Agreement and Disagreement
  
• Engaging In Mutual Problem Solving
  
• Handling Deadlocks
  
• Defending Against Seller's Tactics
  
• Avoiding "Ball Droppers"
  
• Agreement Finalization
  
• Post-Agreement Debriefing
  

Step Four: Maintenance

• Maintaining the Agreement
  
• Maintaining the Planning
  
• Maintaining the Relationship
  
• Maintenance Activities
  

Partnering: The Ultimate Win-Win Goal

C.P.M. Points

Those who attend this seminar will earn one (1) C.P.M. point and receive a certificate of completion. For more information about the C.P.M. program, call the National Association of Purchasing Management at (800) 888-6276, extension 3027.