In How to Negotiate With Vendors and Suppliers, you'll learn...
- Preparation: The single most important key to buying success
- How to establish your negotiation goals and determine your bottom line
- To listen, THEN speak: Critical skills for clear negotiation communication
- Common haggling tactics and how to handle them
- And much more!
This workshop delivers the essence of negotiating in one power-packed day. From what’s really happening when two parties come together to how to look out for your interests … from what to say and how to say it to what’s better left unspoken … this workshop delivers. Whether you’re a natural-born deal-maker or a “please don’t make me dicker” type, this workshop has something to offer you to make your very next negotiation session a more satisfying one.
WORKSHOP AGENDA
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Understanding the essential elements of buyer-seller negotiations+
- Recognize what negotiating is and what it isn’t
- The 3 crucial components of every negotiation
- 8 qualities shared by every long-term and well-respected buyer
- The danger of adopting and defending a bargaining position
- Identifying and exploring options for better negotiations
- 6 tools found in every Master Negotiator’s toolbox
- The pros and cons of win-lose vs. win-win thinking
- 5 common collaboration hurdles … and how to clear them with ease
Preparation: The single most important key to buying success+
- Setting the cornerstone for every successful negotiation you’ll build
- How to prepare every time you need to make a purchase or establish a contract
- Proven ways to pinpoint the real value of anything you want to buy
- Why it’s vital to learn everything you can about your bargaining partner
- 5 unexpected ways to power-up your negotiating
- Stick to the script … settle your nerves by shaping the bargain in advance
- 6 sure-fire steps to ready yourself for any buying decision you face
How to establish your negotiation goals and determine your bottom line+
- Establishing your bargaining boundaries … and what happens when you don’t
- How to separate buying-selling interests from buying-selling positions
- Proven practices for determining your bottom-line stance
- Tips for pinpointing exactly what you need from the deal … it may not be what you think
- Take a walk: Why dropping this deal could bring you within steps of a better one
- No, no and no again: How one little word can get the “yes” you’re after
Listen, THEN speak: Critical skills for clear negotiation communication+
- The 2-ears-and-1-mouth theory of all successful negotiators
- Ask and you shall receive: The power of the question
- 8 exercises that will make you a better communicator
- How to guarantee that what you say is what they’ll hear
- 3 phrases you should never use in negotiating (and their various versions)
- Ring ’em: The best rules to remember when buying by telephone
- Silence is golden … how it can make for golden deals
- 7 more tips for strong bargaining communications
Common haggling tactics and how to handle them+
- Quick ways to get past stonewalling tactics
- ”Let’s split the difference” … how to keep those common words from killing your budget
- How to remain flexible in the face of the “Sudden Changer”
- What to do with the “Done Dealer”
- Pulling “Mr. Diversionary Tactic” up short
- How to score without playing the high-low game
- The Big Lie: What to do in the face of obvious misinformation
- Dealing with “good vendor/bad vendor” tag team tactics
- The Fresh Air Approach: Getting your vendor’s dirty tricks and tactics out in the open
Overcoming those universal buyer-seller bargaining obstacles+
- BATNA: What it is and why you need to have one
- World economy means worldwide negotiators … how to survive and thrive with them
- Why focusing on your bottom line is rarely the top strategy
- 7 blunders that will block your bargaining efforts—and how to avoid them
- Time out: When you need to step back for a bargaining breather
- Hot footprints: How to react when a vendor heads for the door
- What every salesperson knows about overcoming your objections
- The deadly deadlock: Breathing new life into standstill negotiations
- 6 keys that reopen deals with difficult suppliers
Negotiating tips to use with your long-term vendors and suppliers+
- How to agree to disagree … without undermining your relationship
- Keeping the focus on supplier ties instead of buyer wins
- 5 tips for repetitive buying negotiations
- How to handle contracts set up before you became the buyer
- 17 tactics customized for long-term buyer-seller relationships
- First bond, then bargain: Setting the stage for continuing contact
- A.S.I.—Always Seek Improvement … a 25-point checklist to evaluate every negotiation
- You fumbled an important purchase! 15 ways to get the ball moving again
- Bridge-building to get vendors to come over to your side
- One-shot deals: How to change your strategy for those occasional short-term negotiations
