Negotiation is a crucial skill in procurement and supply chain management. The data shows that assigning different personnel to negotiate the same contract can lead to significant price discrepancies. Mastery of negotiation skills is essential for procurement and supply chain management professionals, offering a path to realizing procurement value and enhancing company profitability. Are your company's procurement and supply chain costs competitive? Have you gained advantages through procurement and supply chain negotiations? This training explores the essence of negotiation, successful negotiation strategies, tactics for handling trained salespeople, seizing negotiation control, identifying traps, and crafting sustainable, win-win contract terms for ongoing competitiveness.

谈判作为采购及供应链管理必备的技能之一，企业同一宗采购案由不同的人员去谈判，得到的成果不同。我们在谈判练习统计中发现，同一合同标的，派不同的人员与供应商谈判总价差可达百万！谈判技能是企业采购及供应链管理人员必须掌握的核心技能，是采购价值实现的途径，也是企业必须磨砺的的利润之剑！你的企业得到了有竞争力的采购成本了吗？通过采购谈判获得竞争优势了吗？谈判的实质到底是什么?什么是成功的谈判思维，采购及供应链管理人员应对训练有素的销售有哪些方法？如何掌握谈判的主动权并控制节奏，如何识别谈判与报价的陷阱，艺术性与创造性的与供应商达成可持续、双赢的合同条款，获得企业的持续竞争力？

• Cultivate a "win-win" and holistic negotiation mindset for procurement.| 建立采购的"多赢"、"内外"谈判思维
• Master diverse negotiation strategies tailored to different procurement materials. | 掌握不同采购物质的不同谈判策略
• Learn effective communication with R&D personnel. | 如何与研发人员高效沟通
• Conduct targeted cost analysis and negotiate effectively with suppliers. | 如何进行成本分析，与供应商针对性沟通谈判
• Effectively manage dominant suppliers.| 如何管理强势供应商
• Gain control over key points in the negotiation process. | 掌握谈判的过程控制关键点
• Design negotiation processes tailored to your company's needs. | 策划设计适合本公司的谈判流程
• Utilize strategic positioning and tactics in negotiations. | 掌握布局，造势，用术的谈判兵法
• Acquire negotiation and bargaining skills. | 掌握谈判议价技巧
• Identify and avoid negotiation pitfalls. | 避免与识别谈判陷阱

Module 1: Negotiation thinking and strategies | 模块一：谈判思维与策略

1. Current negotiation ability assessment | 当下谈判能力测评
2. Procurement positioning and negotiation object division | 采购定位与谈判对象划分
3.  Business Negotiation-Core Skills of Procurement Personnel | 商务谈判-采购人员的核心技能
4.  What are the criteria for successful procurement negotiation? | 什么是成功采购谈判的标准
5.  Misunderstandings about win-win negotiations | 对双赢谈判的认知误区

Module 2: Scenario simulation negotiation | 模块二：情景模拟谈判

1. Negotiation Strategy Formulation (Group Discussion – Five Steps to Negotiation Strategy Preparation) 谈判策略制定（分组讨论——谈判战略准备五步）
2. Negotiation team formation (role play - designed according to negotiation style) | 谈判团队组阁（角色扮演——按谈判风格设计）
3. Business Negotiation Practices| 商务谈判交涉（五五对阵，巅峰对决）
4. Sharing of strategies from all parties (student representatives) | 各方策略分享（学员代表）
5.  In-depth case review (by the trainer) | 案例深度点评（老师讲授）

Module 3: Advanced Negotiation Master: Preparation before Negotiation | 模块三：谈判高手进阶：谈判前的准备

1. Analysis of procurement negotiation strategies for different types of suppliers | 针对不同类型供应商进行的采购谈判策略分析
2. Tool : Negotiation planning form | 工具表单：谈判策划表

Module 4: Advanced Negotiation Master: Details of Negotiation | 模块四：谈判高手进阶：谈判的细节

1. Negotiation behavior and application of technique | 谈判行为与技巧运用
2.  Review and summary of tool list | 回顾与整理工具表

Recap and Q&A 课程总结  答疑

This training programme is designed especially for professional involved in purchasing and/or supply chain management who need to improve their negotiation skills.

本课程专为需要提高谈判技巧的采购和供应链管理人员设计。