CIPS Level 4 Effective Negotiation

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Effective Negotiation Session 1 Negotiating in Different Settings Understanding the Supplier Organisation Effective Negotiation Learning Outcomes At the end of this session candidates will be able to:  Define the term „negotiation‟  Describe the different phases of negotiation in order to the identify the range of preparatory activities  Identify and describe the collaborative and distributive approaches to negotiating in business in order to understand different negotiation settings  Com
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  Effective Negotiation  Effective Negotiation Session 1Negotiating in DifferentSettingsUnderstanding the Supplier Organisation  Effective Negotiation  Learning Outcomes At the end of this session candidates will be able to:  Define the term „negotiation‟  Describe the different phases of negotiation in order to theidentify the range of preparatory activities  Identify and describe the collaborative and distributiveapproaches to negotiating in business in order to understanddifferent negotiation settings  Compare and contrast the collaborative and distributiveapproaches to negotiation so as to assess the types of variables to be used in a negotiation  Identify the factors that influence the approach taken innegotiations in order to understand the supply context  Review the purchasing context for negotiations in order tounderstand the supplier organisation  Identify the range of supplier information required to underpina negotiation  Apply a Porter's 5 Forces framework to a market to enableevaluation of the competitive environment  Effective Negotiation  Negotiation Situations To discuss with a view to mutual settlement (CollinsEnglish Dictionary)  Two or more parties  Conflict of interest  Willingness to negotiate  Need to seek agreement  Better outcome through influence and persuasion  Parties seeking to satisfy tangible and intangibleoutcomes  Effective Negotiation  Phases of Negotiation (Diagram from workbook by Tracey G Harwood) Phase 1PreparationPhase 2RelationshipBuildingPhase 3InformationGatheringPhase 5BiddingPhase 7Implementingthe DealPhase 6Closing theDealPhase 4InformationUsing Source: derived from Greenhalgh (in Lewicki et al, 2003)
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