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Negotiation – Basic

Course Summary

The “Negotiation Basics” training aims to equip participants with fundamental negotiation skills, encompassing various tactics, strategies, and frameworks essential for effective negotiation. This comprehensive training covers different negotiation types, strategies, and mental models crucial for enhancing negotiation prowess. Participants will gain insights into preparing for negotiations and learn applicable frameworks, enabling them to navigate negotiations successfully and achieve favorable outcomes.

Course Objectives

Understand and Learn

  • Key concepts and elements of developing a Category Strategy
  • How to use and apply the Procurement Handbook and the Lever Selection Tool Bull’s Eye
  • How to manage and address all spend within Procurement Categories
  1. Understanding Negotiation Basics
  • Introduction to Negotiation: Types and Importance
  • Basics of Principled Negotiation and Distributive Negotiation
  • Differentiating Between Competitive vs. Collaborative Negotiation Styles
  • Case Studies: Exploring Effective Negotiation Scenarios
  1. Tactics and Strategies in Negotiation
  • Tactical Approaches in Negotiation: Anchoring, Framing, and Mirroring
  • Strategies for Creating Value in Negotiations: Win-Win Negotiation Tactics
  • Dealing with Difficult Negotiation Situations: Recognizing and Mitigating Common Tactics
  • Role-Playing Exercises: Applying Tactics and Strategies in Simulated Negotiations
  1. Negotiation Frameworks and Preparations
  • BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement)
  • The Harvard Method of Principled Negotiation: Interest-Based Negotiation Framework
  • Preparing for Negotiation: Setting Objectives, Understanding Interests, and Analyzing the Other Party
  • Practical Application: Creating a Negotiation Plan Using Frameworks
  1. Mental Models for Effective Negotiation
  • Cognitive Biases and Behavioral Economics in Negotiation
  • Leveraging Game Theory and Decision Trees in Negotiation
  • Building Rapport and Effective Communication in Negotiation
  • Workshop: Role of Emotional Intelligence in Negotiation Success
  1. Advancing Negotiation Skills and Wrap-Up
  • Advanced Negotiation Strategies: Multi-Party Negotiation and International Negotiations
  • Negotiation Ethics and Best Practices
  • Reviewing Real-life Case Studies: Applying Learned Strategies
  • Course Recap, Feedback, and Closing Remarks

Pre-requisites: None

Target Audience

  • Category Managers
  • Other employees working within Category Management
  • Employees with an active role in the Plan-to-Strategy process

A pre-requisite for attending the course is ownership of a specific category or spend area.

Course Duration

2 Days

Facilitator

Ctrlpsend Procurement Employees

Course Fee

$600

Place

Classroom/Virtual upon request

Cancellation policy

Deadline for cancellation free of charge is 4 weeks prior to each course. In case of a cancellation later than that, the employee’s department will be charged the full course fee. The departments/business units are allowed to replace their participants.

©2025. CtrlSpend Solutions Private Limited. All Rights Reserved.

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