Effective Negotiations in Projects and Procurement

Training Description

This course will provide participants with the skills and knowledge needed for successful negotiations, including understanding the principles and dynamics of the negotiation process and how to avoid the common traps in negotiation, developing win-win strategies based on analysis of the other parties’ needs, identifying and actively working on their own negotiation strengths and weaknesses through role-plays.

Training Objectives

Each attendee who will complete this training will gain the following outcomes:-

  • Apply and gain a comprehensive knowledge on Effective Negotiations in Projects and Procurement.
  • Identify the negotiation objectives.
  • Develop and prepare a negotiation plan and strategy.
  • Understand the different components of the negotiation process.
  • Establish a positive and constructive atmosphere at the negotiation table.
  • Understand the essential skills necessary to be a successful negotiator.
  • Identify own strengths and weaknesses at the negotiation table.
  • Understand and appreciate the impact different cultural backgrounds can have on verbal and nonverbal communication.
  • Enhance negotiation skills through role-plays and by applying best practices.

Who should attend?

This course beneficial for staff members working in the procurement environment, who are new to negotiations and would like to be well-prepared before embarking into this field. Staff, who are already conducting negotiations but have never had any formal negotiation training, will also find this course educating.

Training Duration: 5 (Five) days (6 Hours/day)

Training Program

The following program are planned for this training. However, the instructor(s) may modify this program before or during the training for technical reasons with no prior notice to the delegates. Nevertheless, the training objectives will always be met:

DAY 1

08:30 – 09:00

Registration & Coffee

09:00 – 09:30

Welcome & Introduction

09:30 – 10:30

  • Defining Negotiation and Negotiation Skills

10:30 – 10:45

Break

10:45 – 12:30

  • Characteristics of the Negotiation Cycle in Projects and Procurement

12:30 – 01:30

  • Negotiation and Supply Positioning

01:30 – 02:10

Lunch

02:10 – 03:30

  • Preparing the Negotiation Process

03:30 – 03:45

Break

03:45 – 04:00

Training Wrap-Up

04:00

End of the Day One

DAY 2

09:00 – 09:30

Training Recapitulation for Day One

09:30 – 10:30

  • Assessing and Understanding Your own Negotiation Skills

10:30 – 10:45

Break

10:45 – 12:30

  • Choosing Your Negotiation Team

12:30 – 01:30

  • Developing a Negotiation Strategy

01:30 – 02:10

Lunch

02:10 – 03:30

  • The Different Stages of Negotiation

03:30 – 03:45

Break

03:45 – 04:00

Training Wrap-Up

04:00

End of the Day Two

DAY 3

09:00 – 09:30

Training Recapitulation for Day Two

09:30 – 10:30

  • Win/loose vs. Win/win Negotiations

10:30 – 10:45

Break

10:45 – 12:30

  • Distributive vs. Integrative Negotiation

12:30 – 01:30

  • Typical Tactics and Ploys

01:30 – 02:10

Lunch

02:10 – 03:30

  • Bargaining and Persuasion Techniques

03:30 – 03:45

Break

03:45 – 04:00

Training Wrap-Up

04:00

End of the Day Three

DAY 4

09:00 – 09:30

Training Recapitulation for Day Three

09:30 – 10:30

  • Trading and Compromising

10:30 – 10:45

Break

10:45 – 12:30

  • Closing of Negotiations and Readying the Agreement for Implementation

12:30 – 01:30

  • Closing of Negotiations and Readying the Agreement for Implementation (cont’d)

01:30 – 02:10

Lunch

02:10 – 03:30

  • Intercultural Factors

03:30 – 03:45

Break

03:45 – 04:00

Training Wrap-Up

04:00

End of the Day Four

DAY 5

09:00 – 09:30

Training Recapitulation for Day Four

09:30 – 10:30

  • Dealing with Conflict

10:30 – 10:45

Break

10:45 – 01:30

  • Monitoring Implementation

01:30 – 02:10

Lunch

02:10 – 02:45

  • Role-plays & Behavior Rehearsal

02:45 – 03:00

Break

03:00 – 03:30

  • Linking Theory & Practice

03:30 – 03:45

Training Summary

03:45 – 04:00

Giving of Training Certificate Completion

04:00

End of the Course

Material given during the training:  [DVD’s and Case Studies will be used during this course to illustrate examples of good and bad change implementation processes].

Before the course

Each delegate will be asked to complete a Pre-Course Assessment Form to determine their current level and objectives for attending the course. The content of such Form will be used by the trainer only to give tailored training that is focused on each group of delegates.

At the end of the course

Each delegate will be asked to complete an Individual Development Plan and Vocational Completion Certificate.

 

[maxbutton id=”2″ ]