Certificate In Negotiation Skills & Techniques (NST)

Course details

Senior purchasing agents, senior buyers, buyers, purchasing managers, and other personnel striving to improve upon their fundamental negotiating skills and techniques.

Entry Requirement

Participants should possess 3 GCE ‘O’ levels.

Award of Certificate

To achieve the award of certificate of attendance in Negotiation Skills & Techniques, candidates must attend at least 75% of the sessions and complete a short online quiz by the end of the fourth session.

NST Program Coverage

Participants will learn:

• Basic negotiation techniques
• Techniques for internal negotiation
• Skills for external negotiation
• How to be successful in difficult negotiating situations
• Methods to evaluate your success rate
• Ways to set up contract negotiations
• Techniques to use in team negotiations

Objectives of Negotiation

• Quality
• Fair and reasonable price
• On-Time Performance
• Control
• Cooperation
• Supplier Relationship Management

When to Negotiate

Supply Management’s Role in Negotiation

• The Supply Management Professional Acting Alone
• The Supply Management Professional as the Negotiating Team Leader

The Negotiation Process

• Preparation
• Establishing Objectives
• Identify the Desired Type of Relationship

Five Powerful Preparation Activities

• Face-to-Face Discussion
• Fact Finding
• Recess
• Narrowing the Differences
• Hard Bargaining

Online Negotiation

Characteristics of a Successful Negotiator

• Techniques
• Universally Applicable Techniques
• Transactional Techniques
• Collaborative and Alliance Negotiating Techniques

Negotiating for Price

• Price Analysis Negotiation
• Cost Analysis Negotiation