OBJECTIVE

• Gain new insight into suppliers' bargaining tactics
• Identify each type of bargaining "platform."
• Learn how to plan your negotiations in five distinct phases
• Establish negotiation targets and objectives
• Determine critical facts about your supplier
• Make power and influence work for-not against-you
• Different types of bargaining and giving and taking concessions
• Developing a negotiation plan that is simple, but highly effective
• How to prepare yourself for negotiations to have as much information as possible
• Using strategy and tactics techniques for turning opponents into allies

SEMINAR OUTLINE

Profitable Negotiation

• Definition of Negotiation
• The Three Approaches to Negotiation ?Balanced, conflict, Compliant
• The Principles of Balanced Negotiation, the Concept of Win-Win

Planning for Negotiation Meeting

• Defining Optimum and Fall Back Positions
• Assessing what the Other Side will Ask For
• Establishing the BATNA ?Best Alternative to a Negotiated Agreement

How to Influence and Build the Relationship

Understanding the Implications of the Win/Win Concept

Creating Rapport

Planning the Negotiation

Conducting the Face-To-Face Meeting

• Working through the 6 step meeting process
• Obtaining vital information: agreeing outcomes and establishing the agenda
• Probing in order to develop understanding

Breaking Deadlocks

• Acquiring key techniques for overcoming obstacles to agreement
• Understanding the 'chunk up' and 'chunk down' strategy
• Applying the "negative consequences" technique using counter examples to diffuse objections and overcome barriers
• Pairs exercise: Deadlock breaking techniques

Common Tactics

Course Fees :- S$900 (does not include GST)
Course Notes :- S$50 (does not include GST)

For more information, please contact:
Cambridge Institute
375 Race Course Road Singapore 218644
Tel: 6291 1171
Email: courses@cambridge.edu.sg