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 ConsultingRight Green

Register

Qualified Negotiator Element 2

Frankfurt

Qualified Negotiator Element 3

Frankfurt

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

info@schranner.com

Logo White

THE SCHRANNER CHECKLIST

4 STEPS TO IMPROVE YOUR

NEGOTIATION SKILLS

Do you want to be better prepared for difficult negotiations?

Receive a checklist, based on the SCHRANNER CONCEPT®

In clicking „Receive Checklist“ you are agreeing to our Privacy Policy.