"Purchasing" has become an essential function of all businesses. It plays a vital role in the permanent quest to reduce cost.
Each and every buyer must be able to interpret expectations and requests from others, in terms of what they are looking for as well as reasons behind their choices, although they may often originate from an entirely different culture than their own.
The "communication skills" of the buyer are crucial, as much inside the company as for external contact with suppliers.
The notion of "Negotiation" hence encompasses all these dimensions crucial to the buyer's successful achievement of his/her mission.
AIMS
- Know how to prepare for and conduct negotiations based on business needs, market matters and chosen suppliers
- Master dialogue and communication skills in both negotiations and relationship with suppliers
- Optimize business objectives in terms of acquisition
- Understand how to prepare a negotiation in eight steps
CONTENT
Optimal negotiation through better communication
- Understand personality type to gain better control
- Adapting communication for optimal exchange
Negotiation tactics
- Purchasing strategy and negotiation tactics
- Preparing for negotiations
- Making contact – vital turning point
Prepare your negotiation plan
- Evaluate risks and repercussions
- Determine your objectives
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