Negotiation And Influencing Skills For Procurement Professionals Training Course

Introduction

In the high-stakes world of procurement, mastering negotiation and influencing skills is paramount for securing favorable contracts and building strategic supplier relationships. This training course, "Negotiation and Influencing Skills for Procurement Professionals Training Course," equips procurement professionals with the advanced techniques and strategies to navigate complex negotiations and influence stakeholders effectively. We delve into the intricacies of strategic negotiation planning, persuasive communication, conflict resolution, and relationship building, empowering you to achieve optimal outcomes and drive value. By mastering these skills, you'll enhance your organization's cost savings, improve supplier collaboration, and foster long-term strategic partnerships.

This program focuses on actionable insights and practical application, enabling participants to develop and implement effective negotiation strategies and influencing tactics. We explore the latest advancements in interest-based negotiation, psychological influence, and cultural sensitivity, emphasizing real-world case studies and interactive exercises. You'll learn how to measure and report negotiation success, engage stakeholders, and foster a culture of strategic influence within your organization, ultimately transforming procurement into a powerful driver of competitive advantage.

Target Audience:

• Procurement Managers and Directors
• Strategic Sourcing Specialists
• Contract Managers
• Supplier Relationship Managers
• Procurement Analysts
• Purchasing Officers
• Category Managers

Course Objectives:

• Understand the fundamental principles of negotiation and influencing in procurement.
• Learn how to develop and implement strategic negotiation plans.
• Master the techniques of persuasive communication and influence.
• Develop skills in managing conflict and resolving disputes.
• Learn how to build and maintain strong supplier relationships.
• Understand the role of cultural sensitivity in global negotiations.
• Implement strategies for negotiating complex contracts and agreements.
• Learn how to utilize negotiation tools and techniques effectively.
• Develop skills in measuring and reporting negotiation success.
• Analyze the impact of negotiation skills on procurement outcomes.
• Understand the legal and ethical considerations in negotiation.
• Develop strategies for engaging stakeholders and building consensus.
• Stay updated with the latest trends and advancements in negotiation and influencing.

DURATION

10 Days

COURSE CONTENT

Module: Introduction to Negotiation & Influence:

• Overview of negotiation and influencing principles in procurement.
• The importance of effective negotiation in value creation.
• Key drivers and trends in procurement negotiations.
• Understanding the interconnectedness of negotiation and stakeholder management.
• The role of influencing in achieving procurement objectives.

Module: Strategic Negotiation Planning:

• Developing negotiation objectives and strategies.
• Conducting thorough pre-negotiation research and analysis.
• Utilizing negotiation planning tools and frameworks.
• Developing negotiation scenarios and contingency plans.
• Defining negotiation roles and responsibilities.

Module: Persuasive Communication & Influence:

• Mastering persuasive communication techniques.
• Utilizing active listening and questioning skills.
• Building rapport and establishing credibility.
• Utilizing influence tactics and strategies.
• Communicating effectively across different communication styles.

Module: Conflict Management & Dispute Resolution:

• Identifying and managing negotiation conflicts.
• Utilizing conflict resolution techniques and strategies.
• Implementing dispute resolution processes.
• Negotiating through impasse and deadlock situations.
• Developing conflict management plans.

Module: Building Supplier Relationships:

• Developing collaborative supplier relationships.
• Utilizing relationship-building strategies and tactics.
• Implementing communication and feedback mechanisms.
• Building trust and rapport with suppliers.
• Fostering long-term strategic partnerships.

Module: Cultural Sensitivity in Negotiations:

• Understanding cultural differences in negotiation styles.
• Adapting negotiation strategies to different cultural contexts.
• Utilizing cross-cultural communication techniques.
• Building cultural awareness and sensitivity.
• Navigating global negotiations effectively.

Module: Negotiating Complex Contracts:

• Negotiating complex contract terms and conditions.
• Managing intellectual property and data rights.
• Negotiating liability and indemnity clauses.
• Addressing force majeure and termination provisions.
• Securing favorable service level agreements (SLAs).

Module: Negotiation Tools & Techniques:

• Utilizing negotiation tools and software.
• Implementing negotiation scoring and evaluation methods.
• Leveraging data analytics for negotiation insights.
• Utilizing negotiation simulations and role-playing.
• Implementing negotiation debriefing and lessons learned processes.

Module: Measuring Negotiation Success:

• Developing negotiation success metrics and KPIs.
• Collecting and analyzing negotiation data.
• Reporting negotiation outcomes and achievements.
• Utilizing negotiation dashboards and reports.
• Demonstrating the ROI of negotiation skills.

Module: Impact on Procurement Outcomes:

• Analyzing the impact of negotiation skills on cost savings.
• Measuring the contribution of negotiation to value creation.
• Evaluating the impact of negotiation on supplier relationships.
• Demonstrating the strategic value of negotiation skills.
• Aligning negotiation strategies with procurement objectives.

Module: Legal & Ethical Considerations:

• Understanding contract law and negotiation ethics.
• Navigating legal and regulatory requirements.
• Ensuring compliance with ethical standards and codes of conduct.
• Implementing conflict of interest policies.
• Developing ethical negotiation frameworks.

Module: Stakeholder Engagement & Consensus Building:

• Engaging internal stakeholders in negotiation processes.
• Building consensus and alignment among stakeholders.
• Utilizing stakeholder communication and influence strategies.
• Developing cross-functional negotiation teams.
• Fostering collaborative negotiation environments.

Module: Advanced Negotiation Strategies:

• Implementing interest-based negotiation techniques.
• Utilizing psychological influence and persuasion tactics.
• Developing negotiation power and leverage strategies.
• Implementing negotiation tactics for complex situations.
• Utilizing advanced negotiation frameworks.

Module: Case Studies & Best Practices:

• Analyzing real-world negotiation case studies.
• Learning from industry leaders and best practices.
• Adapting successful negotiation models to your organization.
• Benchmarking negotiation performance and identifying improvement areas.
• Developing continuous improvement strategies for negotiation.

Module: Future Trends in Negotiation:

• The rise of digital negotiation tools and technologies.
• Increased focus on collaborative and relationship-based negotiations.
• The integration of AI and machine learning in negotiation.
• The evolution of global negotiation practices.
• The future of strategic partnerships and value creation through negotiation.

Training Approach

This course will be delivered by our skilled trainers who have vast knowledge and experience as expert professionals in the fields. The course is taught in English and through a mix of theory, practical activities, group discussion and case studies. Course manuals and additional training materials will be provided to the participants upon completion of the training.

Tailor-Made Course

This course can also be tailor-made to meet organization requirement. For further inquiries, please contact us on: Email: info@skillsforafrica.org, training@skillsforafrica.org  Tel: +254 702 249 449

Training Venue

The training will be held at our Skills for Africa Training Institute Training Centre. We also offer training for a group at requested location all over the world. The course fee covers the course tuition, training materials, two break refreshments, and buffet lunch.

Visa application, travel expenses, airport transfers, dinners, accommodation, insurance, and other personal expenses are catered by the participant

Certification

Participants will be issued with Skills for Africa Training Institute certificate upon completion of this course.

Airport Pickup and Accommodation

Airport pickup and accommodation is arranged upon request. For booking contact our Training Coordinator through Email: info@skillsforafrica.org, training@skillsforafrica.org  Tel: +254 702 249 449

Terms of Payment: Unless otherwise agreed between the two parties’ payment of the course fee should be done 5 working days before commencement of the training.