American Management Association Seminars

Effective Purchasing Negotiations Workshop
Seminar No: 04291 -XNBB
CEU Credits: 1.8
Length: 3 days

In a sluggish economy, both your company and your suppliers will be angling for the best deals. Here’s how both can win!

Suppliers are frequently far better trained in negotiations than the purchasers who deal with them. This hands-on seminar helps restore the advantage to the purchasing professional. You'll gain insight into your own negotiating strengths and weaknesses--and then structure your own strategic and tactical negotiating "master plan."

Purchasing vice presidents, directors and managers; purchasing agents; newly appointed and experienced buyers and consultants; and executives in the logistics and materials management functions.

How You Will Benefit:

  • Gain new insight into suppliers' bargaining tactics
  • Identify each type of bargaining "platform"
  • Learn how to plan your negotiations in three distinct phases
  • Establish negotiation targets and objectives
  • Determine critical facts about your supplier
  • Make power and influence work for—not against—you

What You Will Cover:

  • Types of bargaining and negotiations
  • Setting objectives for a negotiation
  • Developing a negotiation plan
  • How to prepare yourself for negotiations
  • Strategy and tactics for turning opponents into allies

Extended/Detailed Seminar Outline

Learning Objectives

  • Gain New Insight into Suppliers' Bargaining Tactics
  • Identify Each Type of Bargaining "Platform"
  • Plan Your Negotiations in Three Distinct Phases
  • Establish Negotiation Targets and Objectives
  • Determine Critical Facts about Your Supplier
  • Make Power and Influence Work for-Not Against-You
  • Specify the Means to Establish Facts and Use Them in Your Agenda
  • Build Negotiating Techniques within a Cross-Functional Team Environment
Negotiation-Definition and Objectives
  • Purchasing Negotiations Planning Model
  • Ten Rules to Guarantee Failure in Negotiation
  • Characteristics of an Excellent Negotiator
  • Reasons to Negotiate-Checklist
  • What Is Something Worth?
Types of Bargaining
  • Types of Bargaining
  • The Essence of Negotiation
  • Team or Individual Negotiations
  • Face-to-Face Negotiation-Checklist
  • Telephone Negotiation Success-Checklist
Planning for Negotiation and Setting Objectives
  • Three Phases of Negotiation Planning
  • Importance of Pre-Negotiation Planning
  • Objective Setting and Negotiating Issues
  • Establishing Negotiation Targets
  • Comparing Relative Bargaining Strengths
The Negotiation Plan
  • The Negotiation Plan and Checklist
  • Four Rules of Principled Negotiations
  • Know Your Supplier-Ten-Point Checklist
  • Good Times and Bad Times to Negotiate Checklists
  • The Agenda-How to Use It
  • The Meeting Place
Preparing Yourself for Negotiations
  • The Expected-Satisfaction Theory of Negotiation
  • Power in Accomplishing Objectives
  • Understanding and Becoming Immune to Influence
  • Recognizing and Dealing with Emotional Factors
  • Avoiding an Impasse and Dealing with Disagreements
Working Your Plan-Negotiation Strategy
  • Advantages of Establishing Strategy
  • Formal Pre-Negotiation Plan Checklist
  • A Checklist for Negotiation Preparation
  • Tactics-Advantage or Disadvantages?
  • Concessions Buyer Might Seek
  • Concessions Which May Be Offered by the Buyer
  • How Do You Know When to Walk Away?
The Negotiation Session-Reaching an Agreement
  • Preliminary Negotiations, Fact Finding, and Testing Your Assumptions
  • When a Caucus/Recess Is Useful
  • How to Avoid a Deadlock
  • Personal Conduct during Negotiations
  • Negotiation Checklist and Memorandum of Agreements/Understanding (MOA/MOU)
Effective Communications and the Negotiator
  • Oral Communication and Listening Skills
  • Nonverbal Communications and Interpreting Nonverbal Cues
  • Verbal Judo-Using Questions Effectively
  • Verbal Judo-Types of Questions for Control
  • Verbal Judo-Ploys for Answering Questions
  • Verbal Judo-Handling Arguments and Objectives
Purchasing Negotiations-An Even Exchange
  • Empathic Listening-Communication Keys
  • Sensory-Based Works and Methods of Determining Representational System Strategies
  • How to Identify Predominant Modes in Others
  • Key Words and Phrases
  • Mirroring, How to Match Tone and Tempo, and Pacing Statements
  • Skills and Ways for Building Rapport
  • Personal Style: Its Definition and Practical Applications
  • Characteristics and Checklists for Relating with Each Style
International Negotiations
  • International Negotiations
  • The Nuances of Negotiating Overseas
  • Wrap-up and Summary

Start and End times: first day - 8:30am-5pm, all other days 9am-5pm unless otherwise specified. Your registration confirmation notice will confirm the hotel/conference center for the seminar for which you registered. The information included on this page is all the information available on this seminar. Please use form below to register only. To request information that is not included above please send an email to . Remember to specify the complete seminar number about which you are requesting information.

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Seminars scheduled for the cities below are held at the locations listed below. For location information for other cities in which AMA seminars are held please call or email for information.

New York
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Washington, DC
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Cancellation Policy:
If you cannot attend a seminar you can contact AMA in advance to transfer to a future session, or you can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply email us at . If you cancel with less than three weeks’ advance notice, you will be liable for the entire seminar fee. Once your payment has been received, you may request a courtesy transfer to use at any future AMA seminar of equal or lesser length. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed and do not contact AMA to cancel in advance, you will be charged the entire seminar fee.

AMA grants courtesy transfers to people who cannot attend their scheduled sessions. You can use a courtesy transfer for any seminar of equal or lesser length than the original seminar. You must use your courtesy transfer within one year of the date of your originally scheduled seminar.

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For additional information and schedules call 919-847-0331.

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