Before the course:

Each delegate will be asked to complete a Pre-Course Assessment Form to determine their current level and objectives for attending the course. The content of such Form will be used by the trainer only to give tailored training that is focused on each group of delegates.

At the end of the course:

Each delegate will be asked to complete an Individual Development Plan and Vocational Completion Certificate.

Each attendee who will complete this training will gain the following outcomes:-

• Apply and gain a compressive knowledge on Effective Negotiations in Projects and Procurement.
• Identify the negotiation objectives.
• Develop and prepare a negotiation plan and strategy.
• Understand the different components of the negotiation process.
• Establish a positive and constructive atmosphere at the negotiation table.
• Understand the essential skills necessary to be a successful negotiator.
• Identify own strengths and weaknesses at the negotiation table.
• Understand and appreciate the impact different cultural backgrounds can have on verbal and nonverbal communication.
• Enhance negotiation skills through role-plays and by applying best practices

This course beneficial for staff members working in the procurement environment, who are new to negotiations and would like to be well-prepared before embarking into this field. Staff, who are already conducting negotiations but have never had any formal negotiation training, will also find this course educating.

[DVD's and Case Studies will be used during this course to illustrate examples of good and bad change implementation processes].

DAY 1  

Where is Purchasing Failing & Introduction to Negotiation

• What is Purchasing?
• Why is professional purchasing in decline?
• Is your organisation infected with the virus of purchasing failure?
• Should We Outsource the Process
• Can we be Effective without being Efficient
• The Importance of Reaching-out to the Internal Customer
• Purchasing Strategy – Where does your money go?
• Introduction to Negotiation
• Styles of Negotiation
• Uncertainty in Negotiation
• How the Supplier Evaluates You

DAY 2  

Are you a Good Negotiator & Understanding the Offer

• Knowing yourself 
• The Mental Traps of Negotiation
• Importance of Social Skills
• Competency or Skill
• Analysis of Personal Competencies
• Competencies of the Negotiator
• The Importance of Market Research
• Globalisation & Supply Chain Risk
• Price / Co
• e you? - Myres Briggs Analysisst / Value
• Pricing Mechanisms
• Price & Cost Validation
• Total Cost of Ownership

DAY 3  

Contract Needs and Making the Contract Work

• Contract Structure
• Supporting Documents
• Terms and Conditions
• Payment Options
• Warranty and Guarantees
• Insurance
• Ownership
• Making the Contract Work
• Legal Needs
• Undue Pressure Duress / Mistake / Misrepresentation
• Frustration / Breach of Contract / Variation / Privity
• Agency
• Failure to Agree

DAY 4   

Finding Reliable Suppliers & Culture in Negotiation

• Do We Select the Right Supplier?
• Supplier Evaluation
• Tenders - The Process
• Tenders - Do they deliver what we desire?
• Long Term Supplier Relationships - Good or Bad
• Electronic Commerce Advantages and Dangers
• Ethics – Impact of Bribery and Corruption in business
• Corruption - Personal
• Corruption - Global
• Corruption - What can be done?
• Self-awareness in Negotiation First Know Yourself
• Negotiating with Different Cultures
• Personal Cultural Comfort Zone

DAY 5  

What Makes a Successful Negotiation

• Listening and Persuasion
• Asking the Right Questions
• Reading Body Language
• Timing the Negotiation / Venue
• Dealing with Power and Authority
• Telephone Negotiations
• The Importance of Planning
• Engaging with the Other Side
• Bargaining
• Making Concessions
• Dealing with Tactics and Threats
• Closing the Deal
• Essential Things To Do in Every Negotiation
• Review -  What three things will you take away with you to discuss in your business?

CDGA attendance certificate will be issued to all attendees completing minimum of 75% of the total course duration.