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Building Your Skills in Negotiations  

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Any member of your team who is involved in contract negotiations.

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Seminar Summary:

Topics of Discussion*Keys to preparing for negotiations. *How to motivate your account team. *Ways to gain and maintain leverage. *Strategies for obtaining maximum concessions. *The importance of developing a negotiation strategy. *Are there really any harmless questions from vendors? *Doing better deals by thinking like an account manager. *Getting executives and end users to be part of the process. *Your problems as the subject matter of the panel discussion. (see full course description)

 

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Training Course Syllabus:


*Learn to proactively plan your negotiations strategy and otain more-meaningful concessions
*Identify new sources of negotiation power and uderstand how account teams gain leverage
*Keep control of the negotiation and procurement processes and discover ways to neutralize vendor ploys—before they happen.
*Become versed in the most common mistakes customers make when negotiating.
*Start thinking and reacting like an informed negotiator.

AM Session: Negotiating with Supplier Account Teams

Negotiating with suppliers can be frustrating and challenging under even the best circumstances. Suppliers are well organized, constantly planning and always appear to be one step ahead. There is a way to level the playing field though…

In this interactive session, a former salesperson will provide you with valuable insights into account team strategies, ploys and limitations. You’ll discover how account teams acquire leverage to use against you before, during and after negotiations. You’ll learn ways to increase your negotiation power, as well as tactics to protect your most important asset—information. In addition, the session will discuss tips for making statements, neutralizing vendor ploys and regaining momentum during negotiations.

After attending this session, you’ll be better prepared to achieve your negotiation objectives, and you’ll begin to do better and safer deals.

PM Panel Discussion: Negotiating Sticking Points

Every good negotiator will tell you that one of the keys to success is having flexible responses to the problems that arise during any negotiation. One way to ensure that you can meet this challenge is to have more than one solution to each potential problem. In this session, three seasoned negotiators will address several of the more common sticking points, provide various solutions and explain why one solution may be more favorable than another. In addition to their list of potential sticking points, they will take attendee problems and resolve them.

Seminar Summary:

Topics of Discussion*Keys to preparing for negotiations. *How to motivate your account team. *Ways to gain and maintain leverage. *Strategies for obtaining maximum concessions. *The importance of developing a negotiation strategy. *Are there really any harmless questions from vendors? *Doing better deals by thinking like an account manager. *Getting executives and end users to be part of the process. *Your problems as the subject matter of the panel discussion. (see full course description)

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