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?

	MLTWEB is assembled and maintained by Michael L. Taylor, C.P.M.
	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.
	Copyright;  Michael L. Taylor, C.P.M.
	Last Updated: 11/26/2016