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Procurement & Contracts

Practical Negotiation – (Level 2 – Intermediate)

 

Who Should Attend:

  • Procurement Departments & Professionals
  • Supply Chain Professionals

Course Objectives

This is a 2-day intermediate level program covering the essential principles of negotiation and is based upon PMMS’s 4-5-6-7 process covering the pillars of negotiation, persuasion techniques, phases and tactics. This program provides a solid grounding in the subject and incorporates case studies and business exercises to assist in embedding the theory.Day 2 enables participants to explore their new-found knowledge using video-based role-play and feedback. We believe this creates an immensely powerful learning forum where participants are actively encouraged to develop and practice new techniques within a safe environment. An experienced role-player is used to direct and test learning in key areas.

What will you gain?

By the end of the program the delegates will have taken part in a highly interactive course involving case studies which brings together the theory of negotiation. They will recognise their own preferred style of negotiation and will identify methods of persuasion and tactics being used on them in negotiations. They will understand the importance of relationships and outcomes and be able to switch their style accordingly.  
  • Appreciate the importance of variables and their value
  • Recognise the personal dimension to a negotiation and the variety of negotiation styles that are required
  • Understand the importance of body language in communication
  • How to persuade people and the power of conditioning
  • Recognise the phases to a negotiation and the importance of preparation and planning
  • Identifying and using tactics appropriately

Course Content

Each 2-day program is suitable for 12 participants. Facilities and video equipment would normally be provided by the client but can be arranged by agreement.
  • Pillars of negotiation
  • Phases of Negotiation
  • Variety of Negotiation Styles
  • Persuasion Techniques
  • Tactics
  • Practice the application within a role-play environment and receive feedback
  • Video-based Role Play and Feedback Sessions.


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