Description

Buyers have to manage conflicts both within their company and externally. Their intermediate position between internal customers and suppliers accentuates the difficulty. The interests of buyers and sellers are very different, sometimes even opposing. Finding an agreement that satisfies both parties requires an excellent level of expertise and finesse. To move from a conflict situation to a dialogue situation, it is necessary for a buyer to have better knowledge of themselves and those around them; the objective being for him to reach a fair agreement which is long-term. The originality of this training is that it meets this objective by offering a dual approach: that of self-knowledge thanks to the Schutz ® method and that of the strategy of 'Interest-Based Negotiation'. p>

Who is this training for ?

For whom ?

Experienced buyer, negotiator and purchasing manager wishing to find the keys to succeeding in difficult negotiations.

Prerequisites

None

Training objectives

Take stock of all the interests present during the negotiation

Maintain relationships with suppliers

Manage high-stakes disputes

Build a lasting relationship based on trust

Resolve blockages internally

Get out of difficult dialogue situations

Know yourself better and acquire new tools to better negotiate and cooperate in difficult situations

Training program

• Before the face-to-face
  • A self-diagnosis and a video to identify conflict situations that concern you.
• Get out of the impasses of the confrontation in purchasing negotiations and avoid the major risks and pitfalls. Manage buyer/seller distrust.
  • Overcoming face-to-face stress.
• Build alternative strategies to successfully assess stakeholder interests.
  • Consider a backup solution to secure your purchase.
  • Find and select solutions that are satisfactory for the buyer and seller.
• Communicate constructively in conflict situations
  • Identify and overcome personal apprehensions.
  • Develop effective listening and openness in negotiation.
  • React to aggressiveness, threats, or bad faith.
• Resolve problems and conflicts in a concerted manner Establish appropriate relationships.
  • Involve the seller in the search for solutions.
  • Overcome defenses, rigidities and fears.
• Practice negotiating in complex contexts Lead the cooperation process. Gradually adopt the 'interest method'. After face-to-face, implementation in a work situation
  • A new tool to prepare you for your next high-stakes negotiation and weekly tips to implement your action plan.
  • To learn more about remote activities A video 'What's the problem?'.
  • Two training modules: 'Develop your assertiveness - Level'; 'Develop your assertiveness - Level'.