Fundamentals of Negotiation Seminar

When: Friday, January 24, 2003
Presented By
William D. Agee, Jr., C.P.M., C.E.M., CPE, CPP

... Is your firm going through negotiations for new contracts or renewals?
... Is there Limited opportunities for savings?
... Are we able to caplitalize on new contracts after the soft economy?
... Do you need some new ideas or tools to enhance your negotiationoutcomes?

Well, congratulations our purchasing association is going to make you successful and at the right time to capitalize--January. It has been stated that 78% of the major dollar spend by firms is in the first 12-weeks of a new year. If you miss this session your out for another year. In today's economy that could spell disaster for both the company as well as us in the purchasing profession. Therefore, the International Negotiations Institute is joining with our association to give you some of the tools and techniques they teach in their master programs for us to bring these savings in house today. The course will cover the areas listed below to give both concepts and tools purchasing professional must be confident in.

	SeminarOutline
	I. Introduction
	a. Definition of Negotiation
	b. Application of Negotiations
	c. What Negotiation Means to Purchasing
	II. Psychological Influences in Negotiation
	a. Needs and Satisfaction
	b. Recognizing Needs in the Workplace
	III. Negotiation Basics
	a. Why We Negotiate
	b. Why We Employ the Negotiation Process
	c. Elementsin Negotiating Planning
	IV. The Power of a Question in Negotiation
	a. The Use of a Question
	b. How to Formulate a Question
	c. Five Functions of a Question
	d. Questions That Are Manageable
	V. Building Blocks for Successful Applications
	a. Elements of a Well Implemented Process
	b. The Negotiation Matrix
	c. Fifteen Building Bocks for Success
	d. Essential Paradigms of Success
	VI. Steps in the Process of Negotiation
	a. Determine the Cost/Benefit Analysis
	b. Preparing Your Case
	c. Know Your Counterpart
	d. Establishing Your Range
	VII. Financial Impact of Concessions
	a. Calculating the Cost of Concession
	b. Knowing the Financial Impact of Concessions
	VIII. Strategy and Techniques
	a. Knowing Your L-O-B Limits
	b. L-O-B Characteristics
	c. Constraints That Impact L-O-B
	IX. Reaching Agreement
	X. Putting It All Together
	a. Closing
	b. One on One Negotiations

Let's start off the new year RIGHT--with the RIGHT savings through better negotiation applications.
If you wait until May, June or July...it's too late!!