| Course Code |
INW |
| Description: |
This course comprises part of the syllabus for Paper 3 of the Office of
Government Commerce Certificate of Competence in Purchasing and Supply. The
course builds on the online negotiation module of the Commercial Awareness and
Practitioner Programme On-Line Training (CAPPOL), developing the basic negotiation skills and exploring the main contributing factors to successful negotiations. |
| Aim: |
To explore the main elements of negotiation theory which are appropriate to acquisition, and to practice negotiation skills in a safe environment. |
| Duration: |
2 days non-residential |
| Pre-Requisites: |
Attendees should have completed the Negotiation Module of CAPPOL, in
addition commercial staff should have attended the workshops and completed
Business Intelligence On-Line Training (BIOLT) and Service Contracting On-Line
Training (SCOLT). Applications from non-commercial staff will be considered on
an individual basis. |
| Designed For: |
All staff who enter into negotiations with contractors. Mandatory for all personnel who are new to the Commercial Function. This course is not open to individuals from industry but can be run to a group that is purely industry. It is also open to UK government agencies. |
| Cost for Non MoD Applicants: |
The cost of this course is £550.00 excluding VAT. Details of payment options will be sent in a confirmation e-mail when you apply for the course. |
| Objectives: |
By the end of the course delegates will be able to: • Identify the main
elements of negotiation theory which are appropriate to acquisition;
• Identify the phases of negotiation;
• Develop a negotiation strategy including targets, ranges and alternatives;
• Describe different persuasive techniques in negotiation;
• Describe how behaviour can affect negotiation success;
• Use effective communication including the use of body language and non verbal
communication;
• Use effective listening and questioning techniques;
• Identify and neutralise Negotiation Tactics and Ploys. |
| Related Learning: |
• Commercial Awareness & Practitioner Programme (On-Line & workshops) (CAPPOL,
CPW1 & CPW2);
• Business Intelligence On-Line Training (BIOLT);
• Service Contracting On-Line Training (SCOLT). |
