Effective Negotiation Skills 每 Secure Value For Money
Effective Negotiation Skills 每 Secure Value For Money Procurement & Supply Short Courses Procurement Consultancy Johor Bahru (JB), Malaysia Talent Management Training, HR Management  | Growthvue Management & Consultancy (M) Sdn Bhd


  • Negotiation is a dialogue between two or more parties intended to reach a beneficial outcome. It is a bargaining (give and take) process between two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and aim to reach an agreement to settle a matter of mutual concern or resolve a conflict.


  • The objective of this course is to provide participants with the information and knowledge to learn how to effectively plan a negotiation, prepare and manage a contract and to understand the critical role of the bargaining mix, targets, BATNA and the understand the stages of negotiation including post negotiation evaluation and improvement.


  • Main approaches in the negotiation of commercial agreements
    • Negotiation in relation to the stages of the sourcing process
    • Win-win integrative approaches to negotiations
    • Win-lose distributive approaches to negotiation
    • Setting targets and creating a best alternative to a negotiated agreement (BATNA)
  • Preparation for negotiations
    • Setting objectives and defining the variables for a commercial negotiation
    • The bargaining mix and defining the latitude (Max – Target – Fallback) for each of the variables in the bargaining mix
    • Positions and interests
    • Openings and presenting issues
  • Conducting, evaluating and improving commercial negotiations
    • Defining the stages of a negotiation such as preparation, opening, testing, proposing, bargaining, agreement and closure
    • The use of persuasion methods
    • The use of tactics to influence the other party
    • Reflecting on performance

Who Should Attend?

  • This course is designed for junior and middle managers that are involved in sales and marketing or procurement and supply. It is also useful for those involved in contract management.

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