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.
- The right preparation
- To set an agenda
- To manage verbal assaults
- To respond to irrational demands
- To negotiate with confidence from beginning to end
- How rational is rationality?
- Detection of systematic biases
- Consequences for negotiations
- 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
2 Onsite Training days
The elements can be completed in any order you choose.
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.
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.
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.