1
The key stages of purchasing negotiations
- Organising the negotiation process: the 4 C principles
- Stakes and targets
- Sources of power in negotiation
- Key success factors in negotiation: preparation, analysis, behaviour
- Negotiation matrix
Exercise
Different negotiation scenarios are prepared and simulated. After the simulation, the trainer provides feedback both on strategy and behavioural aspects.
2
Techniques for managing tough negotiations
- Select the appropriate strategy
- Concentrate on interests rather than positions
- Tools to unlock a difficult negotiation
- Focus your arguments with “ACES”
- Cross the “CREEK”
- Work on mental preparation
Exercise
Different negotiation scenarios are prepared and simulated. After the simulation, the trainer provides feedback both on strategy and behavioural aspects
3
Managing conflict situations
- Understand the causes of conflict
- Adapt your negotiation style to the counterpart
- Manage emotions and stress
- Techniques for reducing tension and promoting agreement
Role-playing
A conflict negotiation scenario is prepared and simulated. After the simulation, the trainer provides feedback focusing on behavioural aspects.
4
Identify the profile of negotiators
- The skills to lead a negotiation
- Be aware of the impact of cultural dimension: explicit and implicit communication styles, task orientation versus relati
- Develop flexibility and assertiveness
- Use your personal negotiation power
Exercise
Behavioural pattern to discover negotiation profile. Diagnosis on assertiveness
5
Team negotiations
- Define goals and interests
- Understand the importance of perception in negotiation
- Define the roles
- Define the rules of negotiation
- Avoid common mistakes
- Elaborate the action plan
- Establish the reporting
Role-playing
Participants will prepare and simulate a negotiation in an intercultural context. The trainer will provide debriefing focusing on behavioural and intercultural aspects.
6
Assess the negotiations
- Indicia of successful negotiations
- Post-negotiation assessment
- Personal excellence progress
2d
- 14h00 
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