What You Will Learn :
- Understand their own negotiation style and recognise the styles of others. To be able to flex and adapt their negotiation style in various situations.
- Fully appreciate the difference between Tactical and Strategic Procurement and how to treat different situations appropriately.
- Gain knowledge on the behavioural aspects of a negotiation.
- Be familiar and understand the stages of a negotiation.
Due to EU Procurement directives, in many instances negotiation does not occur in Public Sector Procurement. Does this mean that Procurement practitioners within the Public Sector don’t negotiate? Absolutely not! We are all constantly negotiating, be that with internal Stakeholders, colleagues, Supply chain etc. More importantly where Procurement is aligned with the Procurement Directives i.e. in lower areas of spend and through Competitive Dialogue, negotiation is critical.
This course will arm Public Sector Procurement delegates with some fundamental negotiation skills ranging from Preparation and Planning, tools and techniques on behavioural skills (including Persuasion / influencing / conditioning etc), all of which will add value on a daily basis throughout their career.
Who is this course for?
Delegates from the Procurement team along with any other functions who want to learn more about negotiation to enable them to deliver better results, both with internal and external Stakeholders.
People who want to learn the basics of a structured approach to negotiation and the tool / methods they can use to achieve the best possible outcomes and results.