Negotiations Management Training and Mentoring Programs
Negotiations Management
For organizations that want to improve their skills in negotiating strategic relationships with suppliers, Greybeard offers a course focused on negotiations management. Topics include:
- Negotiations management as a business process
- Differences between tactical and strategic negotiation approaches
- Developing negotiations strategy and objectives
- Negotiations preparation, including data collection and market insight
- Communications planning and execution, including effective meetings
- “Speaking with one voice” in executing negotiations
- The appropriate role for senior management to play
- Pitfalls to avoid
Strategic Sourcing & Negotiations Management (SSNM)
For organizations that want to better understand negotiations management’s vital role in strategic sourcing, we offer robust, interactive classroom sessions where participants learn practical, “how to” techniques for:
- Creating effective sourcing teams
- Gaining stakeholder involvement and buy-in
- Comprehensively understanding both internal needs and the external supply market
- Understanding the Total Cost of Ownership (TCO)
- Building effective RFIs and RFPs
- Developing the right sourcing strategy
- Establishing negotiations objectives and strategy
- Conducting effective negotiations and developing a good contract
- “Speaking with one voice” to suppliers
- Developing and maintaining long-term supplier relationships
Participants earn 11 ISM Continuing Education (CE) credits. The SSNM course can be offered as standalone training or as part of a larger procurement transformation.
Negotiations Management (NM) |
Strategic Sourcing & Negotiations Management (SSNM) |
SSNM Executive Briefing |
|
|---|---|---|---|
| Location | On-site at client’s location | On-site at client’s location | On-site at client’s location |
| Length | 6 to 8 hours | 1-⅔ days | ½ day executive briefing; 1-hour version also available |
| Class size | Typically between 15 and 25, max 32 | Typically between 15 and 25, max 32 | Typically between 5 and 15, max 20 |
| Number of trainers | 2 experienced sourcing team leaders/coaches | 2 experienced sourcing team leaders/coaches | 2 experienced sourcing team leaders/coaches |
| Leave-behind | Hard-copy, spiral-bound book of all course materials* | Hard-copy, spiral-bound book of all course materials* | Hard-copy, spiral-bound book of all course materials* |
| “Speaking with One Voice” program DVD* | Perpetual license* | Perpetual license* | Perpetual license* |
