The Effective Procurement Negotiator

Identifying ZOPA!

3 Myths of Negotiations

Introduction to Non-Pricing Issues & ABC Analysis

When Negotiations Start?

Positional vs Principled Negotiations

9 Principles/Methods of Persuasion

12 Common Negotiation Mistakes

How Much Discount to Ask?

6 Difficult Questions from Suppliers

Resisting Price Increases

What Issues to Negotiate Apart from Price?

Ranking and Types of Negotiation Issues

Out-Negotiating Your Suppliers Report

Step 1 - Stop Fighting Fires

Step 2 - Negotiate for Results

Step 3 - Understand the Supplier

Step 4 - Ground Rules

Step 5 - Pre-Negotiation Meeting

Step 6 & 7 - Negotiation Meeting & After

Step 6 Example - The Wrong Way to Conduct a Negotiation Meeting

Step 6 Example - The Right Way to Conduct a Negotiation Meeting

Step 6 Example - Body Language During a Negotiation Meeting

Download - Negotiations Planning Form

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?

Cost Analysis

Analyzing Supplier Costs Breakdown - 9 Typical Issues

7 Steps to Getting Suppliers to Provide Cost Breakdowns