Advanced Negotiation Preparation for TCO 2014

PROGRAM PAYBACK

•Why the goal of purchasing is NOT to make the internal customer happy
•Stop making compromises on price & start making compromises and concessions in areas that don’t impact your total cost objectives
•How to organize and manage your negotiating team for orchestrated results?
•Behavioral psychology techniques that motivate the supplier to want to make concessions and compromises to help you achieve your total cost objectives
•How to do should cost, must cost, and total cost models - when and why to use them?
•What critical information to gather in the pre-negotiation phase from the supplier and how to interpret it?
•How to call a supplier’s bluff when they say they are going to walk from the negotiation table?
•Stop focusing just on reducing supplier profit margins to get a better price &start focusing on end to end cost opportunities.
•How to correctly capture & categorize cost savings and put suppliers to work for you to help make these figures take off.
•Learn how to put the supplier to work for you to help aggregate internal expenditures for better volume discounts?
•Powerful examples and techniques to take costs out of the supply chain.
•How to manage and lead highly successful negotiations?

PROGRAM OUTLINE

• Purchasing Strategy
• Behavioral Based Negotiations
• Data Based Negotiation Strategies
• Holding the Negotiations