Critical Negotiation Skills for Buyers

1. Introduction
2. Kevin Giblin - Biography 00:01:37
3. Today’s Agenda 00:03:11
4. Today’s Learning Objectives 00:06:55
5. Why Negotiate 00:07:41
6. Why Negotiate Continued 00:010:41
7. Critical Negotiation Skills For Buyers - The Negotiation Process 00:44:57Attributes Of A Successful Negotiator 00:12:10
8. Critical Negotiation Skills For Buyers - Establishing Win-Win Agreements 00:15:55
9. Types Of Negotiation 00:16:22
10. Price Negotiation 00:16:37
11. Cost Negotiation 00:18:16
12. One-On-One Negotiations 00:20:10
13. Team Negotiations 00:22:13
14. Team Building 00:26:00
15. Seven Essentials For Top Teamwork 00:27:03
16. Eight Enablers Of Effective Teamwork 00:31:24
17. Barriers To Team Development 00:34:12
18. Critical Negotiation Skills For Buyers - Important Considerations 00:3
19. Common Negotiating Mistakes 00:37:48
20. Critical Success Factors 00:38:16
21. Other Factors 00:43:01
22. Agenda 00:49:18
23. Discussion Flow 00:50:03
24. Gathering Information 00:55:26
25. Getting Past “No” 00:57:33
26. Steps In a Win-Win Strategy 00:58:28
27. Separate The People From The Problem - What Should You Do? 00:59:36
28. Separate The People From The Problem - What Should You Say? 01:01:47
29. Use Objective Principles - What Should You Do? 01:04:40
30. Use Objective Principles - What Should You Say? 01:05:12
31. Getting Past “No” - BATNA 01:07:03
32. Best Alternative To A Negotiated Agreement 00:07:47
33. Recognize Barriers To Cooperation 01:08:57
34. Use Power To Educate 01:10:29
35. Build Them A Golden Bridge 01:11:13
36. Reframe 01:11:43
37. Step To Their Side 01:12:26
38. Tactics 01:12:47
39. Why Study Tactics? 01:1
40. Use Of Tactics 01:13:13
41. Tactics 01:13:38
42. Reliance On Tactics Is Dangerous 01:16:15
43. Strategy Before Tactics 01:16:51
44. Countermeasures To Tactics 01:17:35
45. Points To Consider 01:18:21
46. Breaking Impasse 01:18:32
47. Strategies For Closing A Gap 01:19:47
48. Personalities In Negotiations 01:20:34
49. Analytical: Characteristics 01:21:10
50. Analytical Weaknesses 01:21:48
51. Analytical Strategy And Approach 01:22:10
52. Driver: Characteristics 01:22:32
53. Driver Weaknesses 01:22:53
54. Driver Strategy And Approach 01:23:14
55. Amiable: Characteristics 01:23:51
56. Amiable Weaknesses 01:25:02
57. Amiable Strategy And Approach 01:25:21
58. Expressive: Characteristics 01:25:56
59. Expressive Weaknesses 01:26:32
60. Expressive Strategy And Approach 01:26:59
61. Who’s An Analytical Personality? 01:28:13
62. Who’s A Driver Personality? 01:8:58
63. Who’s An Amiable Personality 01:29:34
64. Who’s An Expressive Personality 01:30:11
65. Planning Your Negotiation 01:31:23
66. Take Inventory Of Your Negotiation Strategy 01:32:39
67. Plot All Negotiating Levers 01:33:24
68. Share BATNA Strategy With Your Team 01:34:08
69. Critical Negotiation Skills For Buyers  - Case Studies: Using Negotiation Tactics For Results 01:34:48
70. The Evolution Of Negotiation’s Impact 01:34:55
71. Case Study: Contingent Staffing Value Analysis 01:35:11
72. Value Proposition Of Long-Term Partnership 01:36:17
73. Value Analysis 01:36:40
74. Presentation Closing 01:39:24

• Benchmarking 00:03:11
• Best Alternative To Negotiated Agreement (BATNA) 01:07:09, 01:34:22
• Buyer 00:00:08
• Change Order 00:10:08
• Contract 00:07:52, 00:10:03, 00:26:32, 00:59:12, 01:33:27
• Cost 00:16:21, 00:18:16, 00:25:08, 01:06:23, 01:20:22
• Key Performance Indicator (KPI) 00:09:57
• Negotiation 00:00:06, 00:01:47, 00:03:24, 00:07:03, 00:15:47, 00:22:28, 00:26:15, 00:43:09, 01:13:42
• Procurement 00:04:34, 00:24:04, 00:31:43, 01:07:10
• Profit 00:19:04
• Request for Proposal (RFP) 00:19:32
• Service Level Agreements (SLA) 00:09:55, 01:02:33
• Supplier 00:03:43, 00:10:03, 00:11:12, 00:13:37, 00:17:17, 00:24:04, 00:32:36, 00:40:48, 00:56:42, 00:59:04, 01:06:32, 01:34:23
• Total Cost of Ownership (TCO) 00:18:44
• Vendor 00:01:58

Benchmarking: A process of comparing the performance of a procurement function with that of its best competitor or the best organization in its industry.

Best Alternative To Negotiated Agreement (BATNA): Is the course of action that a party engaged in negotiations will take if talks fail, and no agreement can be reached.

Buyer: Someone whose job is to choose and buy the goods that a store will sell

Change Order: Once a requisition is approved changes cannot be made, however, users do have the ability to make some changes after a PO has been issued through the change order process. Managing changes to the Purchase Order requires a Change Order to modify the dollar amount, service dates, or update the chartstrings.

Contract: A written or spoken agreement, especially one concerning employment, sales, or tenancy, that is intended to be enforceable by law.

Cost: The sum of the applicable expenditures and charges directly or indirectly incurred in bringing an article to its existing condition and location

Key Performance Indicator (KPI) : A Key Performance Indicator is a measurable value that demonstrates how effectively a company is achieving key business objectives. Organizations use KPIs at multiple levels to evaluate their success at reaching targets.

Negotiation: The trading deliberations which generally lead to the lowering of prices by the vendors.

Procurement: Procurement is the process of finding and agreeing to terms, and acquiring goods, services, or works from an external source, often via a tendering or competitive bidding process. Procurement is used to ensure the buyer receives goods, services, or works at the best possible price when aspects such as quality, quantity, time, and location are compared.

Profit: A financial gain, especially the difference between the amount earned and the amount spent in buying, operating, or producing something.

Request for Proposal (RFP): A request for proposal (RFP) is a document that solicits proposal, often made through a bidding process, by an agency or company interested in procurement of a commodity, service, or valuable asset, to potential suppliers to submit business proposals.

Scope of Work (SOW): The Scope of Work (SOW) is the area in an agreement where the work to be performed is described. The SOW should contain any milestones, reports, deliverables, and end products that are expected to be provided by the performing party. The SOW should also contain a time line for all deliverables.

Service Level Agreements (SLA): A service level agreement (SLA) is a formal document that defines a working relationship between parties to a service contract.

Supplier: A supplier is an entity that supplies goods and services to another organization. A supplier is usually a manufacturer or a distributor. A distributor buys goods from multiple manufacturers and sells them to its customers. Similar Terms. A supplier is also known as a vendor.

Total Cost of Ownership (TCO) : Total cost of ownership is a financial estimate intended to help buyers and owners determine the direct and indirect costs of a product or system. It is a management accounting concept that can be used in full cost accounting or even ecological economics where it includes social costs

Vendor: A vendor is a person or business that supplies goods or services to a company. Another term for the vendor is the supplier. In many situations, a company presents the vendor with a purchase order stating the goods or services needed, the price, delivery date, and other terms.