Certificate In Negotiation Skills & Techniques (NST) Central

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