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.