Login
Purchasing & Procurement Center/The Effective Procurement Negotiator
Buy now

  • $297

The Effective Procurement Negotiator

Buy now

Contents

Module 1 - Universal Negotiations Concepts & Knowledge

Identifying ZOPA!
  • 2 mins
  • 2.65 MB
3 Myths of Negotiations
  • 8 mins
  • 13.3 MB
Introduction to Non-Pricing Issues & ABC Analysis
  • 6 mins
  • 6.02 MB
When Negotiations Start?
  • 4 mins
  • 9.66 MB
Positional vs Principled Negotiations
  • 4 mins
  • 7.22 MB
9 Principles/Methods of Persuasion
  • 5 mins
  • 7.73 MB
12 Common Negotiation Mistakes
  • 6 mins
  • 9.45 MB

Module 2 - Practical & Hands On Negotiation Techniques & Strategies

How Much Discount to Ask?
  • 5 mins
  • 10.4 MB
6 Difficult Questions from Suppliers
  • 2 mins
  • 4.13 MB
Resisting Price Increases
  • 8 mins
  • 11.8 MB
What Issues to Negotiate Apart from Price?
  • 7 mins
  • 11.2 MB
Ranking and Types of Negotiation Issues
  • 7 mins
  • 12.7 MB
Out-Negotiating Your Suppliers Report
  • 1.34 MB

Module 3 - The 7 Steps of the Negotiations Process

Step 1 - Stop Fighting Fires
  • 7 mins
  • 14.8 MB
Step 2 - Negotiate for Results
  • 3 mins
  • 4.77 MB
Step 3 - Understand the Supplier
  • 3 mins
  • 5.36 MB
Step 4 - Ground Rules
  • 4 mins
  • 6.28 MB
Step 5 - Pre-Negotiation Meeting
  • 4 mins
  • 6.15 MB
Step 6 & 7 - Negotiation Meeting & After
  • 7 mins
  • 9.63 MB
Step 6 Example - The Wrong Way to Conduct a Negotiation Meeting
  • 1 min
  • 1.04 MB
Step 6 Example - The Right Way to Conduct a Negotiation Meeting
  • 1 min
  • 1.12 MB
Step 6 Example - Body Language During a Negotiation Meeting
  • 2 mins
  • 2.29 MB
Download - Negotiations Planning Form
  • 43.1 KB

Bonus - Cost Price Analysis

In this bonus Section we focus on some Cost & Price Analysis Concepts, since these are essential to negotiating effectively.
How is Price Different from Cost?
  • 2 mins
  • 2.4 MB
Cost Analysis
  • 8 mins
  • 7.53 MB
Analyzing Supplier Costs Breakdown - 9 Typical Issues
  • 13 mins
  • 12.8 MB
7 Steps to Getting Suppliers to Provide Cost Breakdowns
  • 5 mins
  • 5.86 MB