HOW TO NEGOTIATE WITH VENDORS AND SUPPLIERS
In this seminar you'll learn...
Preparation: The single most important key to buying success
How to establish your negotiation goals and determine your bottom line
To listen, THEN speak: Critical skills for clear negotiation communication
Common haggling tactics and how to handle them
And much more
This workshop delivers the essence of negotiating in one power-packed day. From what´s really happening when two parties come together to how to look out for your interests ... from what to say and how to say it to what´s better left unspoken ... this workshop delivers. Whether you´re a natural-born deal-maker or a "please don´t make me dicker" type, this workshop has something to offer you to make your very next negotiation session a more satisfying one.
WORKSHOP AGENDA
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Program hours: 9:00 a.m. – 4:00 p.m.
Understanding the essential elements of buyer-seller negotiations
Recognize what negotiating is and what it isn´t
The 3 crucial components of every negotiation
8 qualities shared by every long-term and well-respected buyer
The danger of adopting and defending a bargaining position
Identifying and exploring options for better negotiations
6 tools found in every Master Negotiator´s toolbox
The pros and cons of win-lose vs. win-win thinking
5 common collaboration hurdles ... and how to clear them with ease
Preparation: The single most important key to buying success
Setting the cornerstone for every successful negotiation you´ll build
How to prepare every time you need to make a purchase or establish a contract
Proven ways to pinpoint the real value of anything you want to buy
Why it´s vital to learn everything you can about your bargaining partner
5 unexpected ways to power-up your negotiating
Stick to the script ... settle your nerves by shaping the bargain in advance
6 sure-fire steps to ready yourself for any buying decision you face
How to establish your negotiation goals and determine your bottom line
Establishing your bargaining boundaries ... and what happens when you don´t
How to separate buying-selling interests from buying-selling positions
Proven practices for determining your bottom-line stance
Tips for pinpointing exactly what you need from the deal ... it may not be what you think
Take a walk: Why dropping this deal could bring you within steps of a better one
No, no and no again: How one little word can get the "yes" you´re after
Listen, THEN speak: Critical skills for clear negotiation communication
The 2-ears-and-1-mouth theory of all successful negotiators
Ask and you shall receive: The power of the question
8 exercises that will make you a better communicator
How to guarantee that what you say is what they´ll hear
3 phrases you should never use in negotiating (and their various versions)
Ring ´em: The best rules to remember when buying by telephone
Silence is golden ... how it can make for golden deals
7 more tips for strong bargaining communications
Common haggling tactics and how to handle them
Quick ways to get past stonewalling tactics
"Let´s split the difference" ... how to keep those common words from killing your budget
How to remain flexible in the face of the "Sudden Changer"
What to do with the "Done Dealer"
Pulling "Mr. Diversionary Tactic" up short
How to score without playing the high-low game
The Big Lie: What to do in the face of obvious misinformation
Dealing with "good vendor/bad vendor" tag team tactics
The Fresh Air Approach: Getting your vendor´s dirty tricks and tactics out in the open
Overcoming those universal buyer-seller bargaining obstacles
BATNA: What it is and why you need to have one
World economy means worldwide negotiators ... how to survive and thrive with them
Why focusing on your bottom line is rarely the top strategy
7 blunders that will block your bargaining efforts—and how to avoid them
Time out: When you need to step back for a bargaining breather
Hot footprints: How to react when a vendor heads for the door
What every salesperson knows about overcoming your objections
The deadly deadlock: Breathing new life into standstill negotiations
6 keys that reopen deals with difficult suppliers
Negotiating tips to use with your long-term vendors and suppliers
How to agree to disagree ... without undermining your relationship
Keeping the focus on supplier ties instead of buyer wins
5 tips for repetitive buying negotiations
How to handle contracts set up before you became the buyer
17 tactics customized for long-term buyer-seller relationships
First bond, then bargain: Setting the stage for continuing contact
A.S.I.—Always Seek Improvement ... a 25-point checklist to evaluate every negotiation
You fumbled an important purchase! 15 ways to get the ball moving again
Bridge-building to get vendors to come over to your side
One-shot deals: How to change your strategy for those occasional short-term negotiations
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RING FREE:
0800 968254
0800 968254
CLICK ON A LOCATION BELOW TO REGISTER FOR:
28/10/2008 Belfast
£175.08 per person
£163.33 4 or more
29/10/2008 Glasgow
£175.08 per person
£163.33 4 or more
30/10/2008 Birmingham
£175.08 per person
£163.33 4 or more
31/10/2008 Bristol
£175.08 per person
£163.33 4 or more
(Inclusive of VAT)
