Description
Public establishments, due to the economic and political environment, are facing a drop in their 'revenues'. To best optimize their purchasing capacities, negotiation constitutes an operational and efficient lever.
Who is this training for ?
For whom ?Responsible for procurement services responsible for negotiating and awarding public contracts. Agent responsible for negotiating and awarding public contracts.
Prerequisites
Training objectives
Training program
- The forms of negotiation offered by the Public Procurement Code
- Procedures open to negotiation.
- Recourse to a negotiated procedure.
- Regulatory limits to negotiation.
- Negotiation in the field of public purchasing
- The difference between negotiation, information and development.
- The negotiation system: context, actors, structures, strategies, processes.
- Prepare for the negotiation
- Determine the possible negotiation points, work from the specifications.
- Choose the negotiation strategy.
- Choose the negotiator(s).
- Write market documents with a view to negotiating. Write the sales pitch.
- Lead the negotiation
- The material conditions.
- The conduct of the negotiation by the buyer.
- The phases and stages of the negotiation.
- Reach a negotiated agreement
- Stop a negotiation.
- Identify the advantages, the trade-offs, the points of concession.
- Summarize the negotiation.
- Adjust the initial offer and contract the concessions
- Take stock of the negotiation
- Check compliance with the planned terms of the negotiation.
- Validate the negotiated contract (PRM, control body).
- Check the application of the negotiated points.
