Negotiating
Contracts and Purchasing Agreements
Contracts and
purchasing departments spend a great deal of time negotiating various
agreements, contracts and term sheets with outside parties - probably
more so than any other department in an organization. What some
might find to be an occasional activity is part and parcel of what
purchasing and contracts professionals do on a daily basis. Whether
negotiating the details of a enterprise license agreement with a
software company or working out the details on a relationship to
have a vendor supply critical components for a diagnostic device,
knowing how to negotiate properly is a key skill. The best approach
to becoming a stronger negotiator is to receive training that focuses
not only on key concepts but also provides practice sessions that
model situations faced on a daily basis.
Negotiating
Contracts and Purchasing Agreements provides a specific
learning environment designed to enable participants to learn in
a manner that increases skills transfer and immediate application
of knowledge. Designed as a small-format workshop with a standard
class size of sixteen, participants learn via various role plays,
activities, group discussions and instructor-led feedback sessions
to become better at what they do. We teach a five-phase negotiating
process that enables participants to focus on every step of a negotiation
- from the crucial preparation phase to the evaluation phase. Time
is spent understanding how to foster a negotiating environment that
seeks to elicit the best deal for each participant while reinforcing
the importance of long-term relationships. Since not all negotiators
are honest and straightforward, our skilled facilitators will also
work with participants to understand and recognize some of the most
commonly found negotiation tactics seen in the field. All this is
done in an interactive environment that is challenging but highly
rewarding.
Negotiating
Contracts and Purchasing Agreements is a skills-based workshop
that delivers results. By attending this session, you will learn
to:
- Understand
skills as they apply to contract and agreement negotiations
- Increase
personal confidence and ability when negotiating externally or
internally
- Place an
emphasis on bridging differences rather than overpowering individuals
- Utilize their
own negotiation style and modify their behavior based on other
styles
- Shape contracts
and agreements that protect your interests
- Recognize
the most commonly used negotiation tactics
- Utilize skills
to disarm dishonest negotiators
- Deescalate
conflict that might occur during a negotiation
- Utilize planning
skills and worksheets to prepare for a negotiation
- Effectively
give and receive concessions during a discussion
- Establish
positive negotiation habits that will pay long-term dividends
- Evaluate
your level of success in past negotiations so as to improve your
ability in future discussions
- Increase
personal confidence that will spread to other aspects of your
job
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