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