This two-day workshop is aimed at buyers and senior buyers with negotiating experience who wish to refresh their skills and try out new techniques, to help them deal with challenging supplier negotiations. The workshop is full of tips and techniques and uses a case study to practice their new skills. Experienced buying professionals provide invaluable facilitation, feedback and advice.

This is a classroom course.
Please get in touch to explore pricing options, or simply find out more.


Contact us
 
What you will learn

What you will learn

  • How to apply a practical six-step negotiation framework
  • Supply chain insight and how different costs can influence price and margin
  • How to view the negotiation from a supplier perspective
  • The five different conflict modes and how to identify your preferred personal mode
  • How to effectively use the balance of power in negotiations and supplier relationships
  • How to read and respond to ‘cues and clues’ to gain competitive advantage
What the course covers

Modules in more detail

  1. Defining negotiation – introduce different negotiation styles and outcomes and when conflict occurs within negotiation
  2. The six-step negotiation framework – introduce a series of tools to help plan, prepare and manage negotiations
  3. Prepare: self – understand your negotiating style and likely response to conflict. Try practising with a different style
  4. Prepare: supplier and business – step into a supplier’s mind-set, understand the balance of power and consider different cultures
  5. Prepare: market and financials – explore the negotiation levers that affect price and profit. Develop financial targets and goals for a negotiation
  6. Open – ways to open a negotiation; the agenda, building rapport and opening statements
  7. Explore – how to probe, question, listen and guide the negotiation
  8. Signal – spot and work with verbal and non-verbal signals
  9. Close – how and when to close, checks and balances and tactics
  10. Follow through – how to bring the results of the negotiation to life within your business
  11. Case study practice – work as a team to prepare, plan and conduct a negotiation
Who it is suitable for

Who it is suitable for

  • Experienced buyers, senior buyers and category managers or those at an advanced level of negotiating who wish to refresh skills and learn new techniques to help with challenging supplier negotiations

At a glance...

At a glance
  • Two-day classroom workshop
  • Suitable for up to 12 delegates
  • Facilitated by two experienced retail buying professionals
  • Packed with insight, information, tips and techniques
  • Engaging activities, quizzes and action planning
  • Retail case studies
  • Practice sessions with expert feedback
  • Accompanying workbook
  • Individual TKI profile report