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Effective Negotiation Skills - Secure the Value for You
Negotiation is a dialogue between two or more parties intended to reach a beneficial outcome. It is a bargaining (give and take) process between two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and aim to reach an agreement to settle a matter of mutual concern or resolve a conflict.
Objective
The objective of this course is to provide participants with the information and knowledge to learn how to effectively plan a negotiation, prepare and manage a contract and to understand the critical role of the bargaining mix, targets, BATNA and the understand the stages of negotiation including post negotiation evaluation and improvement.
Outline
- Main approaches in the negotiation of commercial agreements
- Negotiation in relation to the stages of the sourcing process
- Win-win integrative approaches to negotiations
- Win-lose distributive approaches to negotiation
- Setting targets and creating a best alternative to a negotiated agreement (BATNA) - Preparation for negotiations
- Setting objectives and defining the variables for a commercial negotiation
- The bargaining mix and defining the latitude (Max - Target - Fallback) for each of the variables in the bargaining mix
- Positions and interests
- Openings and presenting issues - Conducting, evaluating and improving commercial negotiations
- Defining the stages of a negotiation such as preparation, opening, testing, proposing, bargaining, agreement and closure
- The use of persuasion methods
- The use of tactics to influence the other party
- Reflecting on performance
Who should attend
This course is designed for junior and middle managers that are involved in sales and marketing or procurement and supply. It is also useful for those involved in contract management.
Profile of Pavan Sharma
Pavan Sharma is an expert in procurement, supply chain management, industrial engineering and process improvement in manufacturing and services. He has over 25 years experience as a top executive working in production, quality, logistics and procurement functions in automotive, consulting and logistics companies.
In the last 5 years, Pavan has trained over 3000 people from more than 100 different private and public sector companies in the region. Some of the clients include public agencies and Ministries in Singapore; the Ministry of Finance, the Ministry of Defence in Singapore and Brunei, DSTA, Shell, CNOOC, SembCorp Logistics, Nestle, SUTD, A Star and dozens of others. He is a Chartered Member of the Chartered Institute of Logistics and Transport and Member of the Chartered Institute of Procurement and Supply.
Pavan holds a Masters Degree in Business Administration, a Bachelor of Engineering in Industrial Engineering and Post Graduate Diploma in Industrial Engineering. He has also completed the CIPS UK Level 6 Professional Diploma in Procurement and Supply. He is a Member of the Beta Gamma Sigma, an International Honors society that recognizes outstanding scholastic achievement. Pavan is also a qualified project manager and holds the PMP certification of the Project Management Institute.
