Negotiation Skills for Puchasing
Seminar
In Wiesbaden und Hamburg
Beschreibung
-
Kursart
Seminar
-
Ort
-
Unterrichtsstunden
16h
-
Dauer
2 Tage
You understand and practice the negotiation process and develop or improve important negotiating skills that will enable you to negotiate with more confidence.
Standorte und Zeitplan
Lage
Beginn
Beginn
Beginn
Hinweise zu diesem Kurs
In this course you practice skills, techniques and tools you need to improve your negotiation skills for purchasing
(Newly appointed) buyers, purchasing/procurement officers as well as executives in materials Management and logistics functions negotiating with suppliers
Short presentations, grup sessions, exercises, videotaped role plays - the best methods to improve your negotiation skills
Wir setzen uns mit Ihnen entweder per E-Mail oder telefonisch schnellst möglichst in Verbindung. Gerne schicken wir Ihnen weitere Informationen zu diesem Seminar zu.
Meinungen
Themen
- Einkauf
- Beschaffung
- Sprachtraining
- Englischtraining
- Englisch
- Verhandeln
- Fremdsprache
- Verhandlung
- Körpersprache
- Verhandlungstechniken
Dozenten
Benedikt Elles
Einkauf, Beschaffung, Materialwirtschaft
Inhalte
• What is negotiating?
• How to communicate properly in negotiations
• Active listening as a key part of communication
First Things First: Planning and Preparing Your Negotiation
• Establishing negotiation targets and objectives
• Identifying important facts about your supplier
• How to use a preparation checklist
• The art of successful negotiation: What leads to success or failure?
Fundamental Steps in the Negotiation Process
• Opening moves: how to start
• Body language
• Using the right questioning techniques
• Opening offers and counteroffers
• Offer submission: active listening
• Successful price negotiations
• The follow-up of a negotiation
Employing Effective Negotiation Techniques
• Improving preparatory skills
• How to be more precise during the negotiation
• Questioning techniques
• Giving and taking
• Argumentation techniques
• Summarizing the results
Useful Arguments
• The value proposition for buyers and suppliers
• Neutralizing objectives presented by the counterpart
• Dealing with objections/pretexts
• Dealing with “dead-end situations“
The Win-Win-Approach: Requirements and Process
• Benefits of the win-win-approach
• Mutual success: seeking common ground
• Developing different options
• Preparing the negotiation process
• Determining the supplier’s motives, objectives and constraints
• Building trust
• Showing flexibility
Negotiation Skills for Puchasing