Optimizing procurement negotiations in an international supply chain

By the end of the seminar you will have:

experienced procurement negations as a problem solving exercise (not as a win: lose game)

practised the preparation phase by:

• identifying areas for mutual gain, shared interest and possible conflict
• recognising possibilities for “trade-offs” and limits to your concessions (bottom lines)
• evaluating your needs as related to those of your partner

sharpened your communication skills by:

• adopting an assertive style (hard on the problem, soft on the people)
• learning to adapt your style of communication and persuasion
• handling objections and learning to say “No”

improved your face-to-face / telephone negotiating skills by:

• separating the creating and claiming of value
• gearing and escalating pressure
• clearly signaling and reading intentions

developed a language toolbox to support you when:

• asking questions and gathering information
• speculating on cause-and-effect / possible impacts of proposed actions
• summarizing and putting agreements into clear concise English

considered the possible cross-cultural aspect of dealing with international partners

Requirement: Minimum CEFR B1 level required