Negotiation for Procurement

1. Introducing negotiation

a. Defining negotiation

b. Different form of agreement in negotiation

c. The ZoMA (Zone of Mutual Agreement)

d. Negotiation pre- requisites and success factors

e. The power of relationship

f. Trust

2. Negotiation process

a. A process-based approach

b. Negotiation process- 1. Situation, 2. Target, 3. Event plan, 4. post-event

c. Using the Red- sheet template for the planning

3. Personality and negotiation

a. Understanding our personality

b. The COW SOAP model

c. The ACE model

d. Conflict style for negotitation

4. Power in Negotiation

a. Types of power

b. Day one analysis to determine cost breakdown

c. The power of alternative- BATNA

d. tangible & Intangible power

5. Game theory in negotiation

a. The four negotiation games- chicken, trust, prisoner’s dilemma, Stag Hunt

6. Building a concession strategy

a. Understanding business requirements- RAQSCI model

b. Defining negotiation requirements

c. Determining the MDO, LDO, BATNA, and ensuring ZoMA

d. Winning techniques