Negotiation Skills Training Classes
With
over twenty-five years of proven industry experience, the
Negotiations
Training Institute of America is the recognized leader in negotiations
training, consulting and performance coaching. Through public open
enrollment classes and private on-session training sessions, we
have helped leading corporations, non-profit organizations and governmental
agencies improve their ability to
negotiate
better outcomes for their constituencies.
First-time
negotiators as well as those with the greatest
competitive
drive and amount of first-hand experience and
negotiations
wisdom can benefit from our time-tested classes. Whether focusing
on
negotiating
a contract with a vendor or jumping in to the often-stressful
car buying process to
deal
with a dealership, our classes provide useful skills, proven techniques
and various classroom role plays to help you
become
more aware of negotiations that you must face on a daily basis.
For more information on our negotiation skills training classes please
contact us.
Negotiations
Training
Getting
the Right Deal for Your Company: Negotiating for the Right Supplier
Whenever we
talk to individuals tasked with the
buying
or purchasing duties in a company, we stress that purchasing
department should focus on
not
necessarily the cheapest deal they can get but
the
right deal. As anyone can tell you, not all products, services
or companies are the same. Even companies who sell the same exact
product or service can provide
completely
different results.
Picture the
following scenario:
Bid #1 - Waltham
TechWorx promises to deploy one-hundred copies of a software product
(that they wrote as the OEM) in four weeks via three consultants
at a cost of $1,200.00/day per consultant.
Bid #2 - Silver
Technical Consulting promises to deploy one-hundred copies of the
same software product (that they support as a reseller) in two weeks
via four consultants at only $800.00/day.
One's
immediate reaction may be to go with Bid #2 - not only is the
deployment time cut in half, the company will have to pay for less
time at a significantly lower rate. With tight budgets often receiving
top
priority, it may make sense. Yet, are you getting the same thing?
Will you receive equally competent consultants? Do they have the
same training? Do they have access to the same resources should
something
go wrong? It may not be worth it if the Silver's consultants
are less experienced and have to spend time flipping through manuals
and release notes to figure out what they're doing?
Ultimately,
you have to make sure that the deal you are after is
the right deal, not the lowest deal. This requires you to ask
questions and to carefully weigh every bid before immediately choosing
the lowest cost. You've heard all the clichés... you
get
what you pay for... there's no such thing as a free lunch. Well,
those clichés exist for a reason.
As you are at
the
negotiating
table with a supplier, you may soon find out why some companies
are cheaper than others. Their payment terms may be outrageous or
their warranties are virtually non-existent. They may be willing
to provide you a great deal on your first order but may then raise
the cost of subsequent orders to rates that are
far
from favorable.
The smart move
is to ask questions and read the fine print.
When
it comes to questions, prepare a list before-hand. Try to come
up with all those terms and conditions that can make or break the
success of a vendor relationship. You should also know which
terms
are negotiable and by how much. For example, if your vendor's
contract requires invoices to be payable upon receipt but you prefer
net 45, know beforehand if you're
willing
to accept net 30 in order to come up with a happy medium.
By taking care
of all the details during the selection
process
and the negotiation, you can save yourself a great deal of heartache
and future trouble.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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