During the workshop, we put great emphasis on preparation for the negotiation process - dossier, bubble analysis of categories, preparation of the meeting. We will also discuss the basic concepts - front margin, back margin, payment term, supply chain costs. We will present the stages of a negotiation meeting, negotiation rules, the most common negotiation errors. We will practice useful negotiation techniques.

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Program

1. Ethics in negotiations.

2. What is negotiation? 

• Negotiations within your organization
• Features of a good negotiator

3. Typology of negotiators (active / reactive). 

4. Basic concepts: front margin, back margin, invoiced net price, net net price, mark-up vs margin, margin multiplier, average promotional investment ratio, etc. = accounting exercises. 

5. Questions in the negotiation process

• How to create questions?
• Examples of good and weak questions.
• What do we achieve by questions?

6. Attitude to negotiation 

• Your state of mind. What are you up to: cooperation or fighting? What makes you stand out as a person? What are your resources? 
• Emotions in the process. How to manage emotions?

7. Preparation for negotiations: preparation of the dossier, preparation of the meeting, preparation of goals, definition of a reserve position, priorities and potential problems, goals and limitations. 

8. Ten questions before you start negotiating: 

• Whose position is stronger?
• What do you actually want?
• What's your alternative?
• What alternative does your interlocutor have?
• Do you have the forces, means and resources to start negotiations?
• What's your deadline?
• What is your partner's deadline?
• What do we know about our interlocutor?
• How do I get information about the interlocutor?
• How is the salesmen preparing to negotiate?

9. Supplier profitability analysis, BCG analysis, negotiation strategy depending on the supplier's position as a result of the analysis. 

10. Qualitative assessment of suppliers - methods. 

11. Evaluation of supplier's performance compared to competitors. 

12. Negotiation meeting (basic principles, main stages of the meeting, negotiation preparation sheets - examples). 

13. Preparation of arguments: general and specific arguments. 

14. Perfo table = comprehensive tracking of negotiation results.

15. Negotiation strategies. Cooperation vs conflict. 

• synergic negotiations
• confrontational negotiations
• debilitating negotiations
• the opposite of principles

16. Conflict management in negotiations. 

17. Methods of manipulation and defense against them. 

18. Useful techniques (Reflection / Labeling / Smile). 

19. Useful negotiation techniques (vice, shock, test balloon, funny money, prize in paradise, Russian front, door to face, dead fish, picking technique, competition technique, low ball). 

20. Forbidden words. 

21. The destabilizing questions. 

22. FOZ technique (Fact-Opinion-Change) - protection against impasse. 

23. Body language 

24. Two-person negotiation. 

25. Win - win negotiations. 

26. Key Points of Winning Negotiation. Rules for negotiating from a position of strength. 

27. Traps of the interlocutor. The most common negotiation mistakes. 

28. Techniques linking together the elements of a contract. 

29. Price list management: price increases and reductions. 

30. Negotiating the payment deadline. 

31. Business unit - scorecard. 

32. Inventory management. 

 

Training duration: 2 days

Big Fish trainers who provide hard purchasing knowledge are active professional people associated with procurement for over 20 or more years. They have experience in large international organizations, managing procurement on the regional or global scope. Experts cooperating with us have experience in managing both indirect and direct categories. Big Fish training, in addition to pure purchasing knowledge, contains elements that increase soft skills. We will provide clients who are interested in our services with full profiles of trainers dedicated to a given training program.