Procurement negotiations are one of the final elements of the procurement process. During our training we put a lot of emphasis on preparation to the negotiation process. We elaborate on most important tools and methods that are connected with category strategy (ex. Kraljic Matrix, Batna, buyers and sellers map). We present the entire negotiation process and its key elements: preparation, organization, course and closing of the negotiations. We also focus on the soft aspects of negotiation: we present negotiation styles, discuss the essence of communication in negotiations and key negotiation techniques. The training is conducted in the form of a workshop consisting of mini-lectures, exercises and feedback.
All our trainings are delivered by procurement experts.
Training program
I. Introduction to negotiations
- What are negotiations and why do they matter?
- Elements of negotiation.
- Common thinking mistakes
II. Preparation for negotiations
- Defining procurement goals for each category
- Reference to procurement goals based on the Kralijc Matrix
- Competitive position of suppliers - overview of the Buyers and Sellers Map
- Checking your own position and that of your suppliers.
- Presenting a valuable purchasing tool, which is the Supplier Map
- Object of purchase. Specifications: quantities, sizes, parameters / scope of work, technical data, cost factors
- Checking the remaining purchase conditions - 5W method
III. Negotiation styles
- The choice and adaptation of the style depending on the agreed negotiating position
- Negotiations - cooperation vs competition
- Compromise and consensus
IV. Organization and course of meetings and negotiations with suppliers
- Preparation of scenarios of the meeting and proceedings (eg checklists, forms).
- BATNA
- Preparation of arguments
- Controlling the conversation by questions
- Communication using the language of advantages and benefits
- Searching for solutions
- Balance of power. Building a negotiating advantage, maintaining an advantage. Create value
- Overcoming barriers: opposition, lying arguments, emotional reactions
- Closing negotiations, formulating a result, agreeing on the next steps
V. Key Negotiation Techniques (Pitfalls)
- How and when to use?
- How to defend yourself?
- Overview of the most common techniques used in negotiation.
Duration of training: 2 days
Participants about our training:
“I liked real life examples and theoretical information”
“Negotiation techniques and ways to acquire information”
“Practical exercises and psychological games”
“Psychological aspect of the negotiation process and personality that influences negotiations”
“Practical part – exercises”
“I enjoyed games and practical part”
“I liked the fact that the training included both analytical and psychological part”
“Trainers professionalism and attitude”
“A lot of practical techniques and tools”
“A possibility to exercise different negotiation techniques”
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.