Sentinel’s Procurement Negotiation™ workshop is aimed at supply side purchasing managers who want to build their repertoire of negotiation skills and achieve better, bigger deals, faster. The workshop focuses on the behaviours in ‘negotiation’ and how a trained and skilled negotiator can gain and manipulate control of the negotiation in almost all situations irrespective of the power balance between the two parties. The workshop is intensively trained over 2 days at one of 3 skill levels by senior ex-Buyers from top blue chip retailers and purchasing organisations utilising the real life case studies of delegates to maximise learning, impact and recall.
Behaviours in negotiation break down into four groups and skilled negotiators know how and when to utilise these behaviours to manipulate the negotiation situation in their favour at any given time. These behaviours can be used to ‘exploit’ the sense of ‘logicality’ and the importance of ‘relationship’ that is the typical supplier mindset when entering into a negotiation situation. In today’s commercial environment the best, trained negotiators know how to mix the behaviours to get impact, exert control and extract money.
The most successful and powerful buying organisations have learned to actively seek to exploit the weakness in those who seek such good ‘relationships’ at any cost.
For each of these behaviour groups we provide the competencies and techniques to gain and maximise control in any negotiation situation with in depth practical demonstrations of commonly used and most effective tactics. As well as covering high impact, forced control tactics the behavioural model also encompasses softer, more subtle yet equally effective approaches and also thoroughly explores the potential benefits and behaviours required to maximise the benefits of collaborative trading.