• Procurement Negotiation Skills

    Reduce Costs and Improve Terms with Suppliers and Vendors
    Negotiation Training Customized to Your Specific Needs

    Led by Harvard Instructors, Prism Learning Group is the leading edge negotiation training and consulting firm. Our interactive negotiation training programs are designed to give you the ability to take crucial negotiation strategies, tools and techniques and effectively apply them to your real world procurement negotiations.

    • To date, we have consulted on over US $150 billion worth of transactions so we know what works from experience.
    • Our clients create an average of US $8.8 million in value per training and consistently use and profit from our programs because they are unique and application oriented.
    • You will learn what over 100 of the leading global 500 companies already know! We have worked with leading companies across every industry to effectively handle procurement negotiations.
    • Over 95% of our clients recover the cost of their programs within 30 days – most much sooner than that.

    Key Outcomes

    In a world of competitive quotes and strategic sourcing, buyers need to be sophisticated negotiators to press their advantage, negotiate better terms and develop long-term relationships with key suppliers. Designed to be highly interactive, in our programs, you will learn how to:

    • Negotiate Better Terms and Lower Costs
    • Understand Supplier Negotiation Tactics
    • Negotiate in Different Cultures
    • Improve and Leverage Supplier Relationships
    • Adjust your Negotiation Style for Different Situations
    • Deal with Difficult Negotiators
    • Handle Difficult Issues without Harming Relationships
    • Create a Strong Negotiation Position
    • Maximize Your Persuasiveness for Every Situation
    • Create Power and Leverage in Negotiations
    • Avoid being Cheated
    • Conduct Negotiations with Confidence

    We offer onsite customized negotiation training workshops that are completely built around the needs of your group or organization. For individual seeking to empower themselves through negotiation skills, we also offer two-day public negotiation workshops. For more information on how we can empower your organization through our on-site negotiation training, please call us toll-free at 1-800-986-9670

    Fundamentals of Procurement Negotiation
    Our Fundamentals of Negotiations seminar gives your team the tools they need to prepare more effectively, negotiate with confidence and understand supplier negotiation tactics. This allows your team to nurture and build key business relationships while crafting winning deals for everyone involved.

    Developing a Procurement Negotiations Strategy

    • 7 Elements of Successful Procurement Negotiations
    • Understand Each Party’s Interests
    • Generate Options to Maximize Value
    • Use Standards to Create Power

    Persuasive Communication Tools

    • The Persuasive Power of Listening Actively
    • Understand the Effect of Emotions on Negotiation
    • Recognize How Personality Controls Decision-Making
    • Make the Argument Your Counterpart Wants to Hear

    The Procurement Negotiator’s Tool-Box

    • Reverse Risk to Maximize Agreement
    • Using Yes-Able Propositions
    • Create a Strong Negotiation Position
    • Deal with Difficult Negotiators
    Advanced Procurement Negotiation
    As a follow up to our Fundamentals of Negotiations seminar, in our advanced course we explore more complex negotiations topics relating to RFP and RFQ strategies, single source supplier situations and navigating multi-party and cross-cultural negotiations.

    The RFP as Strategy: Establishing Successful Parameters Before You Begin

    • Apply the Seven Crucial Elements of Negotiation to an RFP Context
    • Use RFP Quotes to Develop Standards
    • Weigh an Incumbent Supplier Against a Newcomer
    • Negotiate with Multiple Vendors

    Multi-Dimensional and Global Negotiations

    • Negotiate with a Team or as a Group
    • Negotiate When Your Counterpart is a Team or Group
    • Handling Negotiations with Multiple Parties
    • Identify and Respond to Cross-Cultural Tensions
    • Negotiate Effectively Across Cultures
    • Handle Difficult Negotiations without Harming Relationships
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Prism Learning’s Customization Process

You can choose a specific program to meet your immediate training need or partner with us to establish a comprehensive, customized curriculum that enhances the skills of your procurement organization and supports your overall strategy.

  • Stage 1

    Data Collection

    25
    1. Your team is surveyed regarding issues and challenges faced in your current procurement process
    2. Data collected in surveys analyzed by Prism Learning in consultation with your staff
  • Stage 2

    Customization

    50
    1. Content and cases are customized and tailored to the needs of participants based upon data gathered in the first stage
    2. Specific case studies developed to address the key issues faced by your team
  • Stage 3

    Delivery

    75
    1. Fully customized training program delivered based on your team’s needs
    2. Strong emphasis on participatory and experimental learning
  • Stage 4

    Post-Assessment

    100
    1. Post-training analysis to assess training impact
    2. Continuing post-program support available on an ongoing basis

The Prism Learning Difference

Taught to groups ranging from Boards of Directors of Fortune 500 companies to summer associate classes at law firms to a variety of pro bono clients, our on-site training programs offer several advantages.

  • What Makes Our Programs Different
    Customization

    • We develop and build the training around your needs and learning objectives.
    • Our experienced facilitators deliver interactive programs designed to help participants become more skilled and effective in their roles.
    Building Block Curriculum

    • Designed to be highly interactive, we offer a series of programs that build on each other.
    • They can be delivered as standalone training or combined to support your overall business and training objectives.
    Long-Term Relationships

    • Our consultants provide participants with their direct contact details so they can be contacted for follow-up questions after the training is over.
    • We provide this service free of charge.
  • What Makes Prism Learning Different
    Experience & Results

    • We have worked on over US $150 billion worth of transactions and know what works from experience.
    • Our programs create on average US $8.8 million in value and we continuously review our training content for effectiveness.
    Global Perspective

    • We have provided training for clients across six continents in nine different languages.
    • In an increasingly global business environment, we offer real-world experience to help address challenges.
    Integrity

    • A significant percentage of our profits are donated to reputable charities every year.
    • We regularly engage in pro-bono work for non-profit organizations.