Negotiations between the Purchaser and the Supplier: the achievement of the terms of cooperation

Instructor: Roman Romantzov

Advantages of the program: the author's material is developed based on practical experience of the coach and communication with the practitioners during the training, as well as analysis of the implementation of consulting projects.

The Target Audience:

Procurement directors
Heads of procurement departments
Purchasing Managers
Categorical managers
Employees of procurement departments

Training goals:

Determine the place of individual negotiations in the development of relations with the supplier
Train participants to conduct strategic negotiations to secure more profitable and long-term deals
Teach how to prepare negotiations and determine goals
Understand negotiation management techniques and goalkeeping
Develop tools for negotiating price / terms and bargaining
Develop means of contract negotiations
Find out methods for conducting pretentious negotiations if deadlines are not met, lack of supply, defects and other cases of breach of obligations
Learn how to write letters of different nature to the supplier
In practice, try yourself in different roles, master the planning and negotiation tools

REGISTRATION

Training Format:

2 days from 10:00a.m. to 6 p.m.
Intensive Weekend
Individual Approach
Number of participants not more than 20 individuals

Cost of participation and discounts: 5 500 UAH

5 % - 2 participants from 1 company;
7 % - 3-5 participants from one company;
10 % -students and program graduates of BSK

There are two types of services provided under the contract:

Educational services (amount without VAT)

Information and consulting services including VAT 20%

Participation Fee includes:

Author's handouts;
Administration and support of participants;
Registered certificates of participation;
Coffee break;

REGISTRATION

PROGRAM

Duration: 2 days

Cooperation strategy Supplier-Purchaser	Types of collaboration strategies with the supplier Determination of the main criteria for assessing the supplier (considering the requirements of ISO-9001) Planning the development of relationships with the supplier What are the talks and why they are needed What is successful negotiation
Planning and organizing the negotiation process	Define the goals and strategy of the negotiations Structure and main stages of negotiation planning Develop a strategy for negotiating and achieving a goal, considering the strengths of your company Models of negotiations and their application in the negotiation process Typical mistakes during negotiations
Negotiations Process: Preparation	Collecting the necessary information for the supplier about the negotiations Draw up a list of requirements for the supplier Preparation of a list of concessions we are ready to go, their analysis and ranking Creating an effective algorithm for gathering the necessary information Preparation of organizational moments
Negotiations	The role of the parliamentarian in the negotiation process Personal style of conversations Basic colors of the negotiations "Red" style of negotiation in the field of procurement Behavioral Strategies in the Negotiating with Suppliers Stages of negotiations and the results of each stage Identify supplier expectations and match interests Development of active listening skills Discussing business conditions: prices, terms and conditions of delivery Criteria for evaluating the achieved agreements; Understanding of the mechanism of supply control and interaction under the agreement Design and record the results achieved in the negotiations and fix the supplier's responsibility
Manipulation and objections	Non-constructive behavior Predatory and effective behavior during negotiations Possible salesman manipulation. Methods of their detection and neutralization Purchaser's position in the negotiations from the Seller's point of view Buyer pressure on the part of the Supplier Influence and pressure in business negotiations
Claims and Written Communications	How to correctly file a claim Constructive criticism Letter - consent, letter - claim How to report bad news Constructive apology. Letter - Refusal
Wrap-Up	Participant’s Feedback