Purchasing Negotiation Preparation for TCO 2014

PROGRAM OUTLINE
• The Art and Science of Negotiations – core components
• Structure & Roles
• Supplier Analysis
• Human Behavior and the Influence Model
• The pre-negotiation meeting with the supplier
• Behavioral negotiation tactics and strategies
Data Based Negotiation Strategies & Holding the Negotiations
• Total Cost Analysis – in depth analysis
• Supply Chain Management & TCO
• Building and managing the negotiation team for success
• Setting negotiation objectives
• Holding the Negotiations and How to Capture and Implement Output
• In depth case study and report out
• Call to Action: Top things attendees should do differently after this course