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IT Negotiation Skills & Driving the Best Deal Course

  • Duration:1 Day
  • Cost:£595 + VAT
  • Ref:TS2

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What's this?

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Who is it for

Ideal for IT managers and sourcing specialists involved in managing suppliers. Also recommended for commercial and project managers.

What is it about

This course explores each of the key stages of negotiation and the tools and techniques used at each stage. Through a process based on facts, emotion is removed from negotiating table and replaced with a structured approach. It also covers all negotiating levers, including, your ideal, realistic and fallback positions.

The course culminates in a customer/supplier practice negotiation, run in a safe environment (without video) where delegates can try out the new techniques and receive feedback from our procurement experts.

This course is delivered by Turnstone IT Services at Reed Learning's London training centre.

Course Overview

  • What is negotiation?
  • The aims and objectives of an IT Procurement negotiation
  • The stages of negotiation
    • When does a negotiation start?
    • Preparation, preparation, preparation
  • Negotiation techniques
  • Style and Body Language
  • Offers and concessions
  • Selling & Buying IT: tricks of the trade, including pricing, and some countermeasures
  • Putting it into practice: a real-life example
  • The Long Run: what happens after the contract is signed?

What will I get out of it?

  • Practical techniques to avoid making costly mistakes when negotiating IT contracts
  • Increased negotiation success - an understanding of how to achieve that elusive win-win contract
  • The necessary skills to ensure ongoing vendor performance - include risk mitigation, service improvement and price reduction in your negotiations
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