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Negotiation for Procurement Professionals
03:15

Negotiation – Buyer & Supplier Strategies & Actions

Buyers and suppliers use an extensive range of tactics pre-negotiation and in the opening, testing, moving and closing phases of a negotiation. This course helps buyers recognize supplier tactics and develop effective countermeasures.

Course Includes:
  • 3 Modules
  • 9 Learning Activities
  • 13 Checkpoints
  • 1 Practice Point
  • 3 Quizzes
  • 1 Downloadable, Fillable Template
  • 1 Downloadable, Practice Point Exercise

Module summary:

  • Details the different types of sales approach used by suppliers
  • Details supplier’s pre-negotiation tactics
  • Shows a range of supplier negotiation tactics and why and when they are used
  • Introduces supplier negotiation closing tactics and why and when they are used

Module lesson titles:

  1. Introduction to the sales process
  2. Supplier pre-negotiation tactics
  3. Negotiation execution step supplier tactics
  4. Supplier negotiation closing tactics

Module summary:

  • Identifies the pre-negotiation tactics that make future negotiation more effective
  • Details the Opening Phase tactics that allow you to gain, maintain and increase your control over the subsequent negotiation phases
  • Introduces a range of Testing Phase negotiation tactics to uncover the supplier’s Least Acceptable Agreement (LAA)
  • Details the actions needed to help determine the supplier’s Best Alternative to a Negotiated Agreement (BATNA)

Module lesson titles:

  1. Buyer pre-negotiation tactics
  2. Buyer opening phase negotiation tactics
  3. Buyer testing phase negotiation tactics

Module summary:

  • Introduces a range of Moving Phase negotiation tactics
  • Shows how to use each of the Moving Phase negotiation tactics
  • Introduces a range of Closing Phase negotiation tactics
  • Shows how to use each of the Closing Phase negotiation tactics

Module lesson titles:

  1. Buyer moving phase negotiating tactics
  2. Buyer closing phase tactics

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Purchase Options:

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The options available for this course are below:

2 Months - $55.00

4 Months - $88.00

6 Months - $110.00 (Best Value)

Negotiation – Buyer & Supplier Strategies & Actions (Single Course)

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