PROGRAM
Qualified Negotiator® Procurement
in Cooperation with
The program for all managers specified on procurement
YOU WILL LEARN
With the Qualified Negotiator® Procurement course you will acquire the most important capabilities to prepare for difficult negotiations, learn the most important negotiation tactics, and lead negotiations with confidence in the driver seat.
With the elements “Behavorial Economics” and “Auction-based Negotiations” you will learn how psychological patterns can give you an edge in difficult negotiations and how to turn a bilateral negotiation into a competition between your suppliers.
Element 1
- The right preparation
- To set an agenda
- To manage verbal assaults
- To respond to irrational demands
- To negotiate with confidence from beginning to end
Element 2
- How rational is rationality?
- Detection of systematic biases
- Standardaversions
- Nudging
- Consequences for negotiations
– Avoidance
– Application
Element 3
- Introduction to Game Theory
- The role of competition
- Dealing with collusion
- The 4 basic types of auctions
- First- vs. second price auctions
- Feedback & information management
- The role of committment
Qualified Negotiator®
2 Onsite Training days
Locations
The elements can be completed in any order you choose.
1
Qualified Negotiator®
Element 1
This training gives valuable insights to prepare and conduct bilateral negotiations in procurement. It teaches how to develop an overarching strategy, transfer it into tactics for each round of negotiations and teaches valuable techniques to be applied during the negotiation.
2
Behavorial Economics
Element 2
The assumption of pure rationality can be risky, as latest noble prizes prove. Learn about common psychological patterns of irrationality, how to avoid being manipulated and how to use these effects in your next negotiations to your advantage.
3
Auction-based Negotiations
Element 3
Learn how to unleash competitive pressure and turn a conventional procurement negotiation into a result-open supplier competition. You will learn about the Game Theory background, the right negotiation design choice and how to avoid costly mistakes.
2 days
2500 EUR/CHF/USD
2 days
2500 EUR/CHF/USD
2 days
2500 EUR/CHF/USD
visit the website of the Kerkhoff Consulting
Register
Qualified Negotiator Element 2
Qualified Negotiator Element 3
Contact us for more information
ZURICH: +41 / 44 / 515 46 16
NEW YORK CITY: +1 (646) 907 9017
HONG KONG: +852 3957 4065
DUBAI: +971 55 872 5565
