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Introduction to Negotiation Skills

in Purchasing Management Services (England)

Classes Course

Place:

York

Price:

£525 + VAT

Duration:

2 Days

Start:

18/01/2009 other dates
See course programme

Course objectives:

The course is designed to give delegates a thorough introduction to those skills necessary for effective negotiation. The course is highly interactive but delegates are not exposed to the pressures of video role-playing exercises. The interactive sessions are conducted in easy stages where content as well as technique is explained.

Purchasing Management Services

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Course details

Type Course Duration 2 Days

Method / place Contact course provider Classes in York where

Suitability Supply chain personnel with limited experience of negotiation who wish to learn the basic skills. It is suitable for personnel who are relatively new to purchasing as well as those who have been in purchasing for some time but without exposure to negotiation situations.

Course objectives The course is designed to give delegates a thorough introduction to those skills necessary for effective negotiation. The course is highly interactive but delegates are not exposed to the pressures of video role-playing exercises. The interactive sessions are conducted in easy stages where content as well as technique is explained.

Price

£525 + VAT

Get direct information on how to enrol, venues and availability...

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Course programme

Introduction to Negotiation Skills

Course Content
Negotiation Within Purchasing
What is Negotiation / Types of Negotiation / When to Negotiate / Alternatives to Negotiation / The Place of Negotiation in Competitive Buying and Partnership Sourcing / Negotiation v Cost Reduction / Win-Win, Win-Lose Debate.

Interactive Team Negotiation Exercise
Teams Given Simple Negotiating Situation / Analysis of Approach / Analysis of Results.

Key Phases of Negotiation
PODMAR / Preparation / Opening / Debating / Moving / Agreeing / Reviewing.

Preparation
Interactive Exercise / Treatment of Data / Spreadsheets / Strengths and Weaknesses / Variables / Objectives / Concessions / Strategy / Preparation Checklist.

Negotiating Process
Negotiating Arena / Home or Away / Opening / Order of Subject Matter / Use of Targets / Creating Movement / Linking Movement / Breaking an Impasse.

Listening Skills
Analysis of Skills / Improving Skills / Making the Other Person Listen / Silence.

Body Language
Positive Body Language / Enthusiasm / Openness / Confidence / Authority / Evaluating / Acceptance / Negative Body Language / Critical / Bored / Nervousness / Defensive / Frustration / Anger.

The course provides an ideal grounding for attending the Effective Negotiation course with video role-playing exercises to further develop skills and technique.

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Venues and dates


Where	York
When	Start: 18/01/2009 Finish: 19/01/2009 See calendar

Where	York
When	Start: 29/03/2009 Finish: 30/03/2009 See calendar

Where	York
When	Start: 16/06/2009 Finish: 17/06/2009 See calendar

Where	York
When	Start: 01/09/2009 Finish: 02/09/2009 See calendar

Where	York
When	Start: 01/11/2009 Finish: 02/11/2009 See calendar

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On Purchasing Management Services

Provider description

Established in 1977, PMS has over 30 years of top class training, is an internationally renowned training organisation specialising in the professional development of supply and materials management personnel. Our longevity and proven track record is substantiated by the number of leading organisations that use us, though we also regularly cater for small and medium size enterprises. Examples of our client base are shown on the Client list and include both private and public organisations across all business sectors.

We offer a range of top class courses dealing with the key elements essential to supply and materials management professionals.

Delegates are able to attend our open courses at York and interact with other supply professionals or we can provide in-company training based on our standard course content or bespoke training tailored to a client's specification.

We have provided in-company training for example to RS Components, JCB, BAE Systems, Polypipe Building Products, Black & Decker (Czech Republic), the RNLI, Arriva Trains (Northern), Network Rail, British American Tobacco (Russia), Philips and Water Services (Northern Ireland).