Procurement Negotiation
It is not uncommon to find that organizations lack
the skills required to conduct a successful negotiation. Vendors
understand this. They train their salespeople extensively in the art of
negotiation. Salespeople use techniques that exploit lack of negotiating
knowledge in different areas of an organization. They avoid knowledgeable
negotiators such as Procurement departments and employ techniques with
names like “Divide and Conquer”.
You can redress the balance in you favor. This
seminar will show you the techniques salespeople use and how to counteract
them. You will learn about the importance of information leverage. You
will be able to create the right environment for getting a better deal.
Forewarned Is Forearmed
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What a vendor means by commitment
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The difference between needs, requirements and
specifications
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When to use RFPs, RFIs and quotes
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Maximizing your negotiation leverage
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The structure of a negotiating team
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Who is at risk?
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When does win/win apply?
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How to avoid vendor control
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The four phases of negotiation
Facing The Vendor
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Getting internal commitment
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When is negotiation not an event?
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Who gets to negotiate
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Negotiation objectives and
priorities
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How to document negotiations
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When to get a warranty, when to get
a remedy
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Contracts that work in your favor
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What to do when the vendor is an
“expert”
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What you don’t know can hurt
you!
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What “getting it in writing”
really means
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Vendor tactics like:
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How to select a vendor
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How to bargain
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The critical factors
Managing The Vendor
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Getting what you paid for
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Incenting vendors to give you
better deals
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What happens after the ink has
dried
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Optimizing vendor performance
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Managing and navigating in the
contract maze
To book a Maxelerate
“Procurement Negotiation” seminar to be delivered at your offices call
toll free (866)855-5335 or contact us by clicking here. |
