Training:
Pure Negotiation
This course kicks off with a reminder that we can all negotiate. In fact, we've been doing it from when we first appeared into the World and burst out crying. And for those of you who are parents or have young nephews or nieces you'll know just how good children are at it. My two daughters are experts at eliciting telly out of me and my wife and they adapted their devious techniques to win us over to get a cat - this is mischievous 6-toed Scout!
During the course my aim is to help attendees discover ways to maximise their natural style. I'll show how a quiet, considered negotiator can be just as effective as someone with a hard-nosed approach. And we'll see that whilst there is a time and place to be tough and commercial, by understanding the other party's position and asking some amazing questions both sides can achieve what they need.
I encourage attendees to practice on a daily basis in their home lives and am delighted when they update me with tales of their excellent results.
Benefits
I'm not going to write a long spiel about the benefits of negotiation and there are lots of options for you to choose from in the market place.
I will just say that my course dovetails particularly well with three other modules I run - The Procurement Process, Category Management and Cost Modelling. Clients often ask me to run these modules as a bundle.
Other Details
What clients say
"I've done other negotiation courses in the past. This is by far and away the best one"
Bryan Worth, Head of Procurement, Freshpak
"Simon gave me the confidence to give negotiation a go and develop my own personal style"
Jamie Wilson, Head of Finance, Tails
"Having never negotiated at work before, Simon taught me so much how to get it right"
Kate Bowman, Procurement Expert, Huel
To discuss your specific needs or to book this course, contact Frost, Procurement Adventurer:
Phone: +44 (0)7967 372378
Course Prospectus
Course approach: A fun, highly interactive day blending theory, examples and two role-play case studies (the second case study is videoed).
Course length: 1 day
Trainer: Frost, Procurement Adventurer
Course level: Pitched at procurement specialists to procurement managers; budget owners in indirect spend and Heads of Procurement also attend.
Sectors covered: Direct and indirect spend.
Location: Typically hosted on the client's site; trainer available worldwide; occasionally offered at fixed locations for non-competing businesses.
Cost: Depending on your specific needs and on request.
Course material: A full training pack with content summary, case studies and the negotiation video.
What you will learn
By the end of the course, attendees will be able to:
Understand the negotiation process and key concepts
Adapt their approach to different negotiation types
Research, prepare and plan negotiations
Play different roles in a negotiation
Understand breakpoints and how to set them
Open negotiations effectively
Give and receive offers
Create and trade variables
Make different types of moves
Ask brilliant questions
Listen effectively
Choose appropriate language
Watch for and interpret verbal cues, body language and signals
Work towards and close deals
Apply negotiation tricks and respond to them
Tailor responses to different characters
Manage energy and state
Apply different communication methods (face-to-face, email, telephone)
Appreciate and read different cultural negotiating styles