Art of Negotiation

At Enterprise Centre
Event type: Workshop
1st July, 2019 @ 9:00 am - 4:30 pm
17th July, 2019 @ 9:00 am - 4:30 pm

We all use negotiation techniques in our everyday lives. This short course will provide you with tools and techniques to improve buyer-seller relationships in your Supply Chain.

This two-day practical workshop provides advice and guidance on how your business can ascertain your current approach with regards to buyer-supplier relationships. It will provide support to those who wish to explore their strengths and weakness in this area and assist in looking for the potential opportunities that could exist and, determine the possible threats to the sustainability of your supply chain.
This workshop links into the Chartered Institute of Procurement and Supply (CIPS) Professional programme being delivered at the University.

The Workshop:
Day 1 – Monday 1 July 19 (9am Registration, 9.30am to 4.30pm)

1. Understand the legal issues that relate to the formation of contracts.
• Explain the documentation that can comprise a commercial agreement for the supply of goods or services.
• Explain the main types of contractual agreements made between customers and suppliers.

2. Understand the main approaches in the negotiation of commercial agreements with external organisations.
• Analyse the application of commercial negotiations in the work of procurement and supply.
• Compare the types of approaches that can be pursued in commercial negotiations.
• Explain how the balance of power in commercial negotiations can affect outcomes.
• Analyse the different types of relationships that impact on commercial negotiations.

Day 2 – Wednesday 17 July 19 (9am Registration, 9.30am to 4.30pm)
3. Understand how to prepare for negotiations with external organisations.
• Explain the economic factors that impact on commercial negotiations.
• Explain the main variables that can be used in a commercial negotiation.
• Analyse the resources required for a negotiation.

4. Understand how commercial negotiations should be undertaken.
• Explain the stages of a commercial negotiation.
• Evaluate the main methods that can influence the achievement of desired outcomes.
• Evaluate the main communication skills that help achieve desired outcomes.
• Explain how to analyse the process and outcomes of the negotiations to inform future practice.

Who should attend?
Buyers who are involved in the development of sustainable supply chain relationships

How to book:
To reserve your place or to find out more information, please contact Chris O’Gara on 01332 592963 or via email to C.O’Gara@derby.ac.uk or admin-URKEO@derby.ac.uk

Who we are:
The University of Derby is working as part of a consortium of higher and further education providers across the D2N2 area to deliver the European Social Fund (ESF) High Level Skills programme which includes the ‘Grads for D2N2’ project.


Price: FREE