The skills of negotiation you need to build long-term value for your business
Overview
A commercially aware approach to negotiation should consider and build upon both the buy-side and sell-side perspectives of planning, preparing and developing a strategic supplier relationship. This is essential to avoid negotiating in a way that will ultimately erode value. In this learning programme, we examine the skills and structure of negotiation that are needed to build better trust, collaboration and long-term value for the business, for stakeholders and for a stronger supply chain.
Format: 4 online modules over 4, 90-min sessions.
Public training course cost (excluding tax):
| North America | US$ 1,400 |
| EMEA | £1,120 |
| Asia Pacific | AUD$ 2,050 |
Cost is per person, including one-to-one coaching & materials
Join a 'Negotiation' public course:
Course Content
The key themes and topics covered by this course are as follows:
Module 1: Mapping negotiable value.
Module 2: Planning and conducting strategic negotiations.
Module 3: Behavioural perspectives of negotiation, typical negotiation tactics and how to neutralise them.
Module 4: Delivering post-negotiation value.
Resources: To support the programme delivery, we provide accompanying reference materials and negotiation planning and value mapping templates.
Learning Objectives
As a result of completing the training. Participants will be able to:
- Map the multidimensional components of strategic negotiation by considering utility, time, risk, value creation, contractual and pricing components.
- Describe how trust, collaborative behaviour and value are created within the negotiation context.
- Undertake pre-negotiation research and identify sell-side negotiation drivers and objectives.
- Plan and conduct negotiations that uncover the full value potential of a strategic supplier relationship.
- Translate negotiated outcomes into effective contract, performance, risk and relationship management outcomes.
- Identify and apply the behaviours that enable a collaborative and productive supplier relationship.
How is it delivered?
Our approach to this training is to examine and follow the timeline of a typical strategic negotiation scenario to identify the success factors and what can (and often does) go wrong.
To make the content relevant and engaging, we can tailor the example negotiation scenario to your industry's context.
What do you get?
To support the programme delivery, we provide accompanying reference materials and negotiation planning and value mapping templates.
Leading global bank chooses State of Flux as a training partner
Training enhances stakeholder engagement and adds value to leading global banks.
Operating in a complex and regulated environment, our client focuses on increasing value and managing risk in its supply chains through investing in SRM training.
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