Purchasing Negotiations

      Based on interviews with subject-matter-experts within your company the classes are customized to fit your company's culture and operational requirements.......
 

Whether you are a Purchasing Executive with a Fortune 100 company struggling
with corporate downsizing issues, a Purchasing Manager negotiating long-term
agreements with your certified supplier base or a Buyer struggling with balancing
new cost-reduction goals and supplier performance issues...... this critically
acclaimed Purchasing Negotiations Workshop is part of a suite of programs
that will help you become more successful in both your professional and personal
lives. This critically acclaimed Workshop is a extremely practical, results-driven
and fast-paced program that develops your Problem Solving Negotiation Skills to
handle those recurring negotiations that occur daily in your personal and
professional lives, builds your Interpersonal Techniques  to better influence those
around you, provides you the tools to ensure you are a Subject-Matter-Expert in
your field(s) and finally teaches you a formal process to capture and act-upon those
Lessons  Learned  from your previous negotiations.

Key Benefits:

• Acquire a strategic planning mindset enabling you to understand your
  counterpart's perspective and be able to anticipate potential objections before
  any face-to-face negotiation.
   
• Develop your own interpersonal negotiation style built around the premise
  that any verbal or non-verbal behavior which antagonizes without a persuasive
  effect is non-productive.
   
• Improve your subject-matter-expertise  so you are seen as a knowledgeable
  and creative source of information within your field(s) of Purchasing.
   
• Become comfortable with  critical negotiation strategies centered around the
  use  of  "time," "power," and "knowledge," in negotiations.
   
• Learn to incorporate a lessons learned or "continuous improvement" mentality
  into your purchasing negotiations and even your daily personal life.
   
• Learn to think-out-of-the-box as you search for innovative solutions that offer
  joint gains and foster long-term supplier relationships.
   
• Learn to master influencing techniques such as active listening and strategic
  questioning that will enable you to influence people around you and exert better
  control over dynamic and contentious situations.
   
• Acquire working knowledge of strategic manufacturing concepts including
  TQM, JIT, Six Sigma, Lean Manufacturing and Balanced Scorecard, especially
  as they relate to understanding your role in "Managing the Customer/Supplier
  Chain."
   

Workshop Options:

The Workshop is a twelve (12) hour Workshop that includes a customization of all
exercises and cases to fit your organization's style, business environment and
performance goals.

Note: Is delivered optimally in three 4-hour segments but can be accommodated to
         your schedule. Pre-reading before first session is required in addition to
         homework assigned between sessions.


Included in Workshop:                           
                                                

 On-line access to password -protected and dedicated WebSite  (sample homepage
 below) which  includes:
 

• Feedback Form directed to Workshop Leader for submission of any questions
  related to workshops (answered within 24 hours)
   
• Current Schedule of Purchasing Negotiations classes at your company
   
• Access to customized Case Studies assigned as homework
  
   

Pricing:
                  In-House
                  Workshop pricing based on very competitive hourly instructor charge.
                  No charges for time spent customizing Cases/Exercises including
                  time spent interviewing client subject-matter-experts. We will utilize
                  our Web Conference capability to conduct subject-matter-expert
                  interviews and/or to answer any of your questions regarding our
                  workshops.
                  (Conference limited to three individuals from your company at any
                    one time)               

                  Travel, if required, will be billed at cost for airlines, hotel and meals.

 Request  Information: