Negotiation

Aim of the course

By the end of this course, participants will be able to master how they communicate when negotiating.
  • Define negotiation objectives, including different options.
  • Develop negotiation scenarios.
  • Built alternative solutions (BATNA) to avoid deadlock situations.
  • Organise their negotiation plan, considering their company constraints, the supplier’s expectations and the market situation.
  • Deliver the highest results possible, while maintaining long term relationships with suppliers.

Target group

Buyers at any level who wish to learn how to use cost breakdown and the TCO decision-making tool to better negotiate price reductions with suppliers.

Course structure

The COMMUNICATION FUNDAMENTALS FOR NEGOTIATION course contains

  • 1 Awareness session,
  • 3 Chapter including 14 e-modules (amongst which 5 are optional), other material (readings, videos…)
  • 2 Virtual Classes.
  • The self-study e-modules must be completed BEFORE attending the related Virtual Class.
EIPM