Value Wales Short Course Training Programme
Course Reference VWP 1015 Title Negotiation Running time 9.30am to 4.00pm |
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Intended Audience and brief
background Any Officer or Manager who has to
negotiate with third party suppliers on behalf of their organisation |
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Objectives of the course and
format Negotiation is a key skill within
successful contract and supplier management. It can strengthen service delivery
and reduce the chance of conflict. This course will look at how to maintain
good working relationships with suppliers whilst also ensuring delegates have
the confidence to effectively negotiate better deals for their organisation. The course content will address
the following and enable delegates to; Understand
the power of effective negotiation and when it can be used Appreciate
the importance of thorough preparation for negotiations and the need to
develop a strategy Understand
the importance of communication information and cost analysis Recognise the different negotiating styles and learn how
to deal with them Identify
position of power and strengths of either side Master
a range of negotiation tactics and techniques Return
to the work place better equipped to negotiate outcomes |
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Training methods Training will be a mixture of prepared information on
PowerPoint or other acceptable medium, case studies including, discussion and
interactive exercises aimed to raise awareness and to stimulate the delegate
to share experiences and to return to the work base with an action plan to
apply themselves to improving their approach to negotiation in their area of
activity |
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Programme Flexible. May be modified according to organisations
objectives 9.00 Arrival and registration 9.30 Introduction 9.45 What is negotiation? What
is permissible under contract regulations
Negotiation v Clarification
Why negotiate Who negotiates 10.30 The stages of negotiation. Developing
a negotiation strategy 11.15 Break 11.30 Communication and Information 12.00 Understanding price and cost 12.45 Lunch 1.30 Understanding the supplier
or customer
Stakeholder analysis
Power scenarios win, win, win 2 15 Dealing with conflict.
Alternatives
Closing the deal 3.00 Break 3.15 Styles and Body language
e.g. Telephone – Face to Face 4.00 Core Skills, Action planning,
Information Q and A |