PROGRAMME OBJECTIVES

To get beyond the basics.

LEARNING OUTCOMES:

1. To achieve appropriate information.
2. To be able to evaluate and recognise information given.
3. Decision as to contract ... or not.

WHO BENEFITS:

1. Buyers
2. Management
3. Finance Manager
4. Corporate Service Managers

Programme Outline: Three Hours

1. Planning for negotiation.     
2. Looking at possibilities.     
3. Tactics – good and bad.
4. Timing in negotiation.
5. Documentation.
6. Importance of Information provided.
7. Requesting additional information – how to do so.
8. Evaluation of Potential.
9. Team Roles
10. Concessions – Concessions Plan
11. Go/No Go decision
12. Controlling the environment and final outcome.
13. How to Manage the Other Side’s Team
14. How to Break Deadlocks

Practical Exercise