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    • Conference 2013

Value Wales Short Course Training Programme

Course Reference

 

VWP 1015

 

Title

 

Negotiation

  

Running time

 

9.30am to 4.00pm

 

 

 

 

Intended Audience and brief background

 

Any Officer or Manager who has to negotiate with third party suppliers on behalf of their organisation

 

 

 

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

 

 

 

 

 

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

 

 

 

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

 

 

 

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