About

Increasingly, key supply chain team members need to be more strategic, be better at managing teams and be more effective in influencing and persuading others. 

Negotiation, communication, trust building and persuasion skills are used extensively during the agreement of contractual arrangements, to establish long-term supplier relationship, and in the handling of contract variations. Within your organisation you can draw on these skills when dealing with stakeholders, building the profile of procurement and driving through change.
 

Key Learning Outcomes

This course will make delegates aware of key concepts relating to influencing, persuasion and negotiation. Upon completion of this course, participants will know how to:

• Achieve better results in the negotiation process
• Communicate more clearly with suppliers
• Derive even more value from the relationship with your suppliers
• Increase your personal effectiveness by mastering interpersonal relations
• Influence across your organisation and stakeholders
• Extend the remit of procurement outside its conventional boundaries
• Drive through change and engage with colleagues

Training Methodology

Presentations, team work, practical sessions and personal time are all utilised to identify opportunities and develop real plans to improve the situation of their organisations.

All course participants will receive a certificate of attendance and a hard copy workbook for future reference.ment and driving through change.

Outline

COURSE OUTLINE

New Approaches to Influencing and Negotiating
 

• Review and understand the negotiation process
• Adopt new approaches to influencing and negotiating with suppliers
• Using persuasion and negotiation skills to achieve organisational objectives from the supply market
• Understand effective behaviour for negotiation

Understanding your Personal Communication Style
 

• Communication styles and techniques
• How do you come across?
• Understanding the signals you send and how they may be holding you back
• Improving how others respond to you
• Building on your personal communication style to engage more effectively
• Understanding how personality and communication styles come into play during negotiations

Negotiating with Suppliers
 

• Achieve better results in the negotiation process
• Negotiate both commercially and operationally with suppliers and other contract stakeholders
• Establish and maintain sound business relationships with supplier personnel and organisations
• Optimise supply contract terms agreed and performance achieved
• Increasing the perceived value of your negotiation by using emotions strategically

Negotiating with difficult people 
 

• Learn how to enter into your next negotiation with a ‘difficult person’ with more confidence
• Raise your ability to confront and disarm hard bargainers
• Learn how to recognise manipulative tactics and neutralise their effect
• Use your persuasion skills to motivate the difficult person to change tact

Communication and Persuasion during the Life-Cycle of the Contract
 

• Understand the interpersonal dynamics involved in managing and motivating suppliers
• How communication and trust building helps in managing commercial and operational issues during the contract life-cycle
• Taking a long-term view to derive more value from your relationship and contract
• Know how to motivate your suppliers to go the extra mile for you
• Applying persuasion and negotiation skills to contract reviews and follow ups

Driving Internal Change Needed to Optimise the Procurement Function
 

• Motivating the procurement teams
• Engaging individuals in your team and building consensus in the team
• Using negotiation skills in people management
• Extending the remit of procurement outside its conventional boundaries
• Increasing the profile of procurement  and ensuring that buying best practice is adhered to
• Driving through change and engaging with colleagues across the organisation
• Influencing across your organisation and stakeholders

Facilitator

In-house Training