Sourcing + Purchasing Professionals
SERVICES > NEGOTIATION + DEALMAKING > SOURCING + PURCHASING PROFESSIONALS
As a purchaser, you are expected to successfully meet many demands, often contradictory, when negotiating a deal - conditions on price, quality, delivery, guarantees, general terms and conditions etc. – and at the same time, ensure the uninterrupted flow of existing goods and services to keep suppliers and your organisation happy. Sound familiar? Certainly not an easy job!
 
This program helps you achieve better outcomes by building on your negotiation skills and helping you prepare your strategy more systematically. Using our tools, concepts and methods, you can structure the discussion clearly and capture the value both for your organisation and the supplier. Why is this important? Simple. A delighted supplier is motivated to not just implement the deal, but also deliver excellent service and support your organisation’s requirements.

 

YOUR POTENTIAL ISSUES
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SOLUTION OVERVIEW
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YOUR BENEFITS
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YOUR POTENTIAL ISSUES
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Balancing conflicting demands from the organisation - high quality, consistent delivery, low price, etc.
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Ensuring the continuity of supply to minimise disruption in your organisation’s processes
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Capturing the value for your organisation, while ensuring that suppliers are delighted with the deal and deliver the quality, consistency and service you want
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Members of the own negotiation team behave unexpectedly and make unnecessary concessions
SOLUTION OVERVIEW
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Structured process (APEC+R) to guide the analysis, preparation, execution, closing + review to facilitate more effective negotiations and continually improve the process
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Pragmatic tools - adapted in the workshop to your working environment - that support process implementation
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Practice in a safe environment with video review, personal and group feedback to improve content and style of negotiations
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Sustainable behavioral change through experiential learning and implementation coaching
YOUR BENEFITS
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More effective preparations and execution to ensure that you can balance all the demands from key stakeholders
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Negotiate on multiple levels - optimising the short term, and focusing on the long-term to ensure product + service delivery and contract fulfillment
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Manage team dynamics more effectively to achieve better outcomes for your organisation and the supplier
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Improve supplier + stakeholder relationships to make future negotiations easier and more effective