A guide to the negotiation phases & approach to negotiation

Presentation of the course content and the topics of individual sections.

We present why you negotiate from a practical buyer's perspective. We will help you understand and become aware of how added value is generated by the purchasing department. The disruptive and collaborative approach will also be presented here, as well as an explanation of the distribution of power during negotiations.

We will guide you through the negotiation phases according to the best purchasing practices. Each of them will be considered separately with practical examples. Additionally, we will look at the conflict resolution matrix. You will understand Team roles during the negotiations and 4 principled fundamental tips.

This section will show you how to build negotiation parameters and the so-called bargain mix. It will give you practical tips on how to break down your expectations and parameters during conversations. It will present examples of parameters that can be used during negotiations. Finally, we will indicate market connections.

The next section focuses on adding parameters to our conversations. I will show you a practical example of building parameters spectrum and show you how to use the basket of concessions. It will teach you how to build conditional offers as an additional tool to achieve success.

We present two basic negotiation concepts, i.e. BATNA and ZOPA, power statement and how to use silence.

This section expands on the previous section and focuses on negotiation techniques. It presents further techniques that we can use during negotiations to achieve the best possible result.

This section focuses on the other side, i.e. our negotiating partner. It will give you tips on how to read facial expressions and gestures and will show you how to interpret these signs. It will also show you how to properly use data about our supplier and what each piece of information may mean. We will also indicate do’s and don'ts during negotiations.

We will present how the escalation tool works and provide tips for practical use. We will look at common mistakes that reduce a buyer authority and lower his standing. This section contains practical tips on what to avoid and how to properly use the escalation tool within our organization.