negotiations skills for procurement professionals

Negotiation is a two way communication where-in the dealing parties always have some issues on which the settlement is sought. All such issues provide the subject matter for the negotiation. It should also be noted that negotiation is possible only for those issues which are subject to settlement under various alternative sources. There cannot be any negotiation for an issue which has the one and the only solution.

By attending Negotiations Skills for Procurement Professionals workshop, Participants will:

• Understand concept of Total Cost of Ownership (TCO)
• Distinguish between adversarial and partnership negotiation approaches
• Importance of Kraljic Matrix and how to categorize vendors based on it
• Understand the process of negotiation
• Recognize some negotiating skills and ploys
• Understand various behavioral styles of negotiations
• Understand how to evaluate the negotiations with the suppliers

• Project Managers
• Project Leads
• Team/Module Leads
• Senior Software Engineers

In Negotiations Skills for Procurement Professionals workshop, Participants will get two forms. One is "Negotiation Planning Sheet" and second one is "Negotiation Evaluation Sheet". Both are developed indigenously by the faculty. After negotiations with supplier, procurement professionals can record their observations on "Negotiation Evaluation Sheet". Once sufficient numbers of these sheets are accumulated, they can analyze the details. The analyses gives insight in showing pattern in their negotiation styles and develop further negotiation commodity-wise or product-wise strategy. The training on negotiations skills in real sense happens on analyzing these evaluation sheets.