Fundamentals of Negotiation

Learning Goals

Following this module, participants will be able to:

  • Define negotiation objectives, including different options.
  • Develop negotiation scenarios.
  • Built alternative solutions (BATNA) to avoid deadlock situations.
  • Organise their negotiation plan, taking into account their company constraints, the supplier’s expectations and the market situation.
  • Deliver the highest results possible, while maintaining long term relationship with suppliers.

Target Group

  • Buyers and internal customers who need to conduct or assist in commercial negotiations.

Method & Tools

  • Pedagogical approach : Workshops, Case studies, Video training.
  • Tools : Behavioural Pattern, Negotiation Planner, Concessions / Counterparts Matrix.