Training Relationship management – Negotiation

Description

• Employees of purchasing and contracts departments
• Managers responsible for trade negotiations
• Procurement and supplier cooperation specialists
• Buyers and business negotiators
• Those responsible for managing supplier relationships
• Sales staff looking to understand the merchant’s perspective
• Middle and senior managers conducting business negotiations

Day 1 This part of the training is used to learn about six areas that are developed by professional negotiators. The main goal is to systematize the participants’ existing knowledge, the scope of negotiations. Participants will play two negotiation simulations.

• Contracts and Procurement Department and the role of the negotiator from the Buyer’s perspective.
• Pre-negotiation analysis – or the essential tools of the Buyer in contact
• With Suppliers.
• Analysis of “to give” and “to get” information. CHEK LIST
• Overview of Buyer and Supplier negotiation objectives.
• Assessment of the environment and facts affecting the climate of negotiations with the Supplier.
• Strengths and weaknesses of the Buyer and Supplier – the perspective of both parties.
• BATNA and ZOPA from a Merchant’s perspective.
• Building relationships, or why employees
• Contracts and Procurement Departments trained.
• Risks and benefits of shortening the psychological distance in business.
• Where does business end and friendship begin? are not to switch to “YOU” with Suppliers, and representatives of Sales Departments, on the contrary, are trained in the art of shortening the psychological distance.
• Based on the results of the negotiation game, mistakes will be discussed, the most common mistakes made by negotiators.
• Analyze the mistakes made during the Pre-Negotiation Analysis phase for negotiations and identify new solutions and methods.
• Drawing conclusions about preparing for negotiations (what I would have done/do differently) with the client.

First Negotiation Game: “Negotiating Moral Dilemma”. Principles, strategies and tactics for conducting negotiations according to the WIN-WIN principle – a long-term strategy:

• Negotiation principles: Separate people from problems, talk about interests, not positions, look for different solutions, refer to objective criteria;
• Reactions to conflict: Dominance, submission, compromise, withdrawal, avoidance;
• Hard, soft, and principled negotiation.
• Coach
• From each of the negotiators in their own group
• From each of the negotiators in the opposing group.

Duration of the negotiation game: from 1.5 to 2 hours.

Second Negotiation Game: “First of all, come to an agreement.”

Day II Third Negotiation Game, i.e. a practical test of the acquired knowledge and skills in the field of conscious influence on the behavior of the negotiator. Control of the negotiation process and negotiation techniques from the perspective of the Buyer and Supplier. Buyers- Group Negotiation. Perceptual distortions, the most common in negotiations, how do we classify them, how do they occur and how can you use them to your advantage? The benefits and dangers of not having an advantage in the number of negotiators in a team. How to defend against the impact of distortions on the course of negotiations using the example of the “double standards effect”, i.e. what the buyer “naturally” can and what the seller “naturally” cannot do, because….

Third Negotiation Game: “Renegotiating the annual contract with the supplier”.Relationship building.

• A two-phase negotiation game. The decisions that Merchants make in the first phase of the game will affect the second phase of negotiations. The game transparently realizes how decisions made in the first stage of negotiations, affect the further course of negotiations and how they shape long-term relations with suppliers.
• Based on the results of the negotiation game, the mistakes most often made by Merchants will be discussed, both at the stage of Pre-negotiation Analysis
• as well as during the talks phase, the negotiation phase proper.
• Analyze the mistakes made during the Pre-Negotiation Analysis phase for negotiations and identify new solutions and methods.
• Drawing conclusions about preparation for negotiations (what I would have done/do differently).
• What behaviors of negotiators brought them closer to WIN-WIN, and what behaviors distanced them and became the cause of conflicts and misunderstandings.
• Participants receive individual feedback after the negotiation game from:
• Coach;
• From each of the negotiators in their own group;
• From each of the negotiators in the opposing group.

The training develops a deep understanding of the psychology of business negotiation, providing effective techniques and strategies for conducting conversations on a relationship level. Practical experience gained through negotiation games allows you to develop confidence in real business situations. Acquired knowledge of cognitive and personality psychology enables effective planning of negotiation strategy from a buyer’s perspective. The training program combines the development of hard negotiation skills with the formation of leadership attitudes. Intensive practical exercises ensure the expansion of the range of negotiation behaviors and the ability to dynamically adapt one’s style to the situation.

• Basic knowledge of purchasing processes
• Experience in conducting business interviews
• Knowledge of the basic principles of negotiation
• Ability to work in a team

• Techniques for dealing with difficult negotiating situations
• Pre-negotiation analysis techniques in a purchasing context
• Methodology for building business relationships
• WIN-WIN negotiation strategies and tactics
• Managing psychological distance in negotiations
• Psychology of decision-making in the negotiation process
• Techniques of influence and persuasion in negotiations
• BATNA and ZOPA model in negotiation practice
• Perceptual distortions in negotiations
• Dynamics of team negotiations
• Control of the negotiation process
• Negotiation styles: hard, soft and principled