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Negotiation
COURSE RESUMÉ
Candidates should acquire an appreciation of the different motivations and behaviour of persons as related to the purchasing / supplier relationship. In line with this knowledge, the candidate should acquire the ability to design counter active actions / behaviour in the pursuit of the negotiation objectives.As preparation is of paramount importance to negotiation, the candidate will be exposed to:- the various factors involved in negotiation, analysis techniques, negotiation tactics and, practical tools. With these the candidate should acquire the ability to prepare and plan for a negotiation.
As part of preparation the candidate will know the possible negotiation limits and hence will be able to prepare for various negotiation directions.
Effective communication is also key to negotiation thus the candidate will be exposed to some theory of communication hence should then be aware of the dangers and pitfalls of inefficient communication.
With all of the above, the course exercises and, role playing, the candidate should participate in a negotiation with greater confidence.
Some common examples will be covered thus the candidate should be able to respond to common known situations. |
