Negotiating Vendor Relationships
When most people hear the word "negotiation," they think of a highly competitive activity, usually focused on price. While there is some truth to this perspective, top-performing professionals understand that negotiating has a much broader definition, offering significant challenges and opportunities. Successful, long-term relationships with suppliers and customers require an approach that is more collaborative than competitive.
Typical negotiations include negotiating: price, delivery timeframes, quality agreements, turnaround times, unusual terms and conditions and cross-functionally for resources.
Almost every interaction your team engages in is an opportunity to apply negotiation skills. We will take your team to the next level, providing participants with new, critical skills and ideas. Managers will also benefit from a new common language and the opportunity to coach to the new learnings. It's a day with tremendous payback that your team will always remember and appreciate.
Key Topics
- The principles of collaborative negotiating
- Establishing rapport
- The purpose, process, benefit statement
- Information learning/sharing
- Questioning and listening techniques
- Ask more engaging and high-yield questions
- Uncovering needs vs. wants
- Assertiveness techniques
- Non-verbal impact
- Gaining closure/breaking deadlocks
- Handling difficult negotiations and "hardball" tactics
- Guidelines for making concessions
- Telephone and email negotiating
Instructor
ED LEVINE has been a training consultant since 1991. Previous to that, he was a sales and branch manager for a national computer distributorship. He went on to found a start-up company selling Computer Aided Design (CAD) systems to engineers in the Bay Area. Ed negotiated the sale of his business to a multi-national competitor after years of exponential growth. The training and consulting side of his CAD business were what Ed always enjoyed most. As a result, Ed has been involved in the training and consulting field ever since.
Onsite Delivery
Contact: info@effectivetraining.com
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