Mastering Negotiation: Strategies, Tactics, and Role Plays

Objective: Equip participants with the nuanced skill of planning and executing negotiations effectively, to achieve required business outcomes and impact supplier relationships positively. This module uses real-world case studies and engaging role plays to enhance learning.

Content Covers:

Strategic Negotiation Planning:

  • Formulating clear negotiation objectives, goals, strategies, and tactics aligned with sourcing plans and objectives.

  • Identifying and involving stakeholders in negotiation planning and keeping them informed and engaged throughout the negotiation and implementation phases.

  • Recognizing when a team approach to negotiation is needed and leveraging the skills and knowledge of the negotiating team effectively.

In-depth Application of Negotiation Phases:

  • Application of various negotiation phases with competency to achieve or exceed the “bottom line” position.

  • Developing and implementing negotiation strategies, tactics, and styles consistent with overarching sourcing strategy and supplier relationship.

  • Identification of goals, available information, sources of power, common ground, motivators, limits, and relevant assumptions to develop a comprehensive plan.

Effective Execution and Documentation:

  • Execution against the developed plan and communication of the agreement involving stakeholders as appropriate.

  • Documentation and implementation of the agreement and reapplication of relevant lessons from previous negotiations.

Interactive Learning:

  • Engaging case studies and role plays simulating real-world scenarios to allow participants to apply learned negotiation strategies and tactics actively.

Outcome: Participants will be well-versed in the art and science of negotiation, able to develop and execute negotiation strategies effectively, and apply learned strategies and tactics in real-world scenarios.

Keywords:

Negotiation Strategies, Negotiation Tactics, Strategic Negotiation Planning, Stakeholder Engagement, Team Approach to Negotiation, Sourcing Strategy, Supplier Relationship, Role Plays, Case Studies, Negotiation Execution, Agreement Documentation

Professionals aiming to master the multifaceted skill of negotiation, will learn to incorporate strategic planning, stakeholder engagement, effective execution, and leveraging lessons from past experiences, be enriched by interactive learning through case studies and role plays.