The evidence is clear
Money saved through better negotiation appears immediately on your bottom line. The relationships your team builds through effective negotiation pay dividends long into the future. RED BEAR Negotiation Company’s expertise in negotiation emerged in the 1980s from a research partnership with the Stanford University Graduate School of Business. It grew further through initial corporate engagements at AT&T, Hewlett-Packard, UPS and other early clients. It has been expanded and refined in the subsequent years as a result of project implementations at major global corporations, delivered by consultants and facilitators working on five continents.
Negotiating With Suppliers™
Here are the facts: fifty-five percent of a typical company’s revenue goes back out the door to suppliers. In some organizations the number is even higher. And any savings from better supplier negotiations fall immediately to the corporate bottom line.
Today’s emphasis on cost containment, global sourcing, outsourcing, strategic supplier partnerships, lean manufacturing, team purchasing, and expanded use of information technology in the purchasing function makes it critical to negotiate in new and different ways with suppliers.
Traditional purchasing models, which focus primarily on adversarial cost negotiation, don’t work in this new environment. Negotiating With Suppliers™ does.
How It Works
Negotiating With Suppliers™ is a proven methodology that shows your team how to negotiate effectively and profitably throughout the entire purchasing process, and maximize the profitability of your supplier relationships. It equips them with a powerful set of concepts, skills, and tools for negotiating more profitable external agreements, and improving teamwork within your company.
A Comprehensive System
Negotiating With Suppliers™ is a comprehensive system, designed around a powerful experiential learning approach that:
Arms your team with easy-to-use planning tools to help them improve negotiation results; Builds “gut level” comprehension of key skills by immersing your team in engaging, powerful negotiation simulations; Builds competitive, collaborative, and creative negotiating skills; Provides an opportunity for participants to develop plans for applying new skills to actual negotiations inside and outside the company; and Features both core and follow-up training opportunities to ensure ongoing skill development and reinforcement.
Need Credit For Ism Certification?
Note: completion of Negotiating With Suppliers™ provides 16 hours toward re-certification of the Certified Purchasing Manager (CPM) or Accredited Purchasing Practitioner (APP) designation offered by the Institute for Supply Management (ISM).
“This was some of the most effective training that I have ever been involved with…”
“…significantly changes my mindset for planning and executing any conversation I have with suppliers.”
“It was a great course. I wish I took 10 years ago.”
“It’s a great program! Well put together, engaging and never dull or boring – seasoned consultants only makes it better!”
Situational Negotiation Skills™
Your company’s profitability and performance depends on negotiations that occur every day in all across your organization. Your purchasing professionals may handle the bulk of your negotiations, yet profits can leak out of your organization quickly if negotiations are handled poorly by:
Legal Finance Operations Manufacturing Marketing Information Technology Human Resources M&A Team That’s what Situational Negotiation Skills™ is all about.
How It Works
Situational Negotiation Skills™ is a proven methodology that shows key personnel across your organization how to negotiate effectively and profitably with vendors, consultants, counterparts in other companies, regulatory officials…and even with colleagues inside the organization. It equips them with a powerful set of concepts, skills, and tools for negotiating more profitable external agreements, and improving teamwork within your company.
A COMPREHENSIVE SYSTEM
Situational Negotiation Skills™ is a comprehensive system, designed around a powerful experiential learning approach that:
Arms your team with easy-to-use planning tools to help them improve negotiation results; Builds “gut level” comprehension of key skills by immersing your team in engaging, powerful negotiation simulations; Builds competitive, collaborative, and creative negotiating skills; Provides an opportunity for participants to develop plans for applying new skills to actual negotiations inside and outside the company; and Features both core and follow-up training opportunities to ensure ongoing skill development and reinforcement.
“Learned that preparing for the negotiation is key. Understanding the projects, leadership relations, and full scope can help us to adjust when needed.”
“I never realized how comfortable I would be in negotiating. My confidence level increased dramatically from the tools and key principles I learned in this class.”
“We developed a concession plan and stuck to it. This resulted in a greater margin that we anticipated.”
“my team had a much better grasp of what the customer’s team was doing which positively affected our negotiating position”
“This class gave me so much confidence.”
Cross-Cultural Negotiation™
Cross-Cultural Negotiation™ improves performance of personnel responsible for negotiating better agreements in multi-cultural situations. Through a combination of engaging simulations, application discussions, personal feedback reporting, and team exercises, this one-day program provides:
- Gut-level awareness of the challenges of negotiating with people from other cultures, and how our intuitive reactions can create problems;
- Guidelines for approaching cross-cultural negotiations that help participants conduct them with the most productive mindset possible;
- A planning approach that helps participants develop strategies for addressing the most important challenges they will face when negotiating with people from other cultures;
Practical strategies for applying fundamental negotiation concepts successfully in current cross-cultural negotiations. Participants in Cross-Cultural Negotiation™ take the Culture in the Workplace Questionnaire™, an exclusive online survey of cultural preferences based on more than three decades of research by renowned social scientist Geert Hofstede, author of Cultures and Organizations: Software of the Mind. They then receive personalized profiles that chart their cultural preferences, and highlight likely “disconnects” between themselves and others in cross-cultural negotiations. The result: actionable insights that lead to better, more productive cross-cultural agreement building.
RED BEAR Negotiation Company’s Cross-Cultural Negotiation™ solution is built on a three-part foundation:
Highly engaging exercises that build awareness of personal tendencies in cross-cultural settings, and how this affects negotiation results.
Personalized reports providing participants with detailed summaries of their own cultural preferences (and comparing their results with data from other countries) in the five areas most likely to create negotiation challenges—and opportunities.
A planning discipline that ensures that your team can better anticipate and respond to challenges in cross-cultural negotiations with suppliers, customers, or fellow team members.
“Understanding cultural differences should be considered when entering or preparing for negotiations…”