BETTER NEGOTIATIONS
Excerpts from the seminar by
MICHAEL L TAYLOR, C.P.M.

- PLANNING BETTER NEGOTIATIONS
Planning Better Negotiations is an 8-hour seminar about preparing and
conducting purchasing negotiations. The subject is covered for purchasing
professionals who are at the beginning or middle the experience spectrum.
Most traditional negotiation seminars encourage the practice of tactics and
strategies which overshadow the value of planning. It's a skill often learned
only from experience (usually the hard way).
Planning Better Negotiations focuses on the reasons, logic, planning,
and preparation for negotiations; issues which I feel are often overlooked as
people rush into the "hands-on" part. Time spent preparing for the
negotiation is critical to the outcome.
A typical seminar outline is shown below.
TABLE OF CONTENTS
- PHILOSOPHY 101
- WHAT CAN BE NEGOTIATED?
- GETTING READY TO GET READY
- ASSEMBLE THE TEAM
- FACT FINDING
- ANALYZE YOUR OPPONENT'S
STRENGTHS AND WEAKNESSES
- OUTLINE YOUR STRENGTHS AND
WEAKNESSES
- DETERMINE YOUR STRATEGIC
GOALS?
- SET YOUR NEGOTIATION GOALS
- REVIEW YOUR PLAN
- SET THE NEGOTIATION TIME,
PLACE AND AGENDA
- WHEN THE TALKING STARTS
- REVIEW THE FINAL AGREEMENT
- PUT IT IN WRITING NOW! DON'T
TRUST ANYONE ELSE TO DO IT
- PHILOSOPHY 102: LONG TERM
RELATIONSHIPS
- TACTICS: A FEW EXAMPLES
- THE BOTTOM LINE
- REPRINTS FROM CBPMA BUY-WAYS
- Don't Be Afraid To
Negotiate
- Negotiating With A
Friend
- It's Never Too Soon
- Leading Questions
- Question Everything
- Understand the Real
Issue
- Good Guy / Bad Guy
- Less Is More
- Negotiating Long Term
Relationships
- EXAMPLES AND CASE STUDIES
- HOW DO YOU BUILD
TRUST?
- ISSUES TO CONSIDER
NEGOTIATING?
- WHEN SHOULD WE
NEGOTIATE A LONG TERM RELATIONSHIP?
- NEGOTIATION PLAN;
LONG-TERM RELATIONSHIP
- CASE STUDY: BIGWATER
PUMP
- CASE STUDY: TOOLS
- CASE STUDY: TUNNELING
MACHINE
- ISSUES TO CONSIDER
NEGOTIATING?
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MLTWEB
is assembled and maintained by Michael L. Taylor, C.P.M. |
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Materials and articles
prepared by Mike may be shared for purchasing education provided that this
source is cited and no fee is charged. The rights for any other use are
withheld. |
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Copyright; Michael L.
Taylor, C.P.M. |
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Last Updated: 11/26/2016
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