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TOP 3 TRAINING OBJECTIVES

  • Master The Iron Triangle of Procurement Negotiation—POWER, TACTICS & STRATEGY™
  • Utilize 21 BUYER TACTICS with to prevent and overcome 12 SELLER COUNTERTACTICS
  • Minimize concessions with Spartan Procurement Negotiation Skills

THE 3 PILLARS OF [NEGOTIATION] PERFORMANCE

Spartan Procurement Negotiation accelerates skill development by leveraging the most powerful improvement training model in history—3 PILLARS OF PERFORMANCE. Based on this formula, procurement negotiators are equipped with the skills, methodologies & strategies to neutralize and negate seller tactics, prevent unnecessary concessions, minimize vendor margins, and maintain productive buyer-seller relationships. 

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TOP 10 TRAINING TAKEAWAYS

  • Leverage THE 3 PRIMARY SOURCES OF BUYER POWER 
  • Recognize THE 6 PRIMARY SOURCES SELLER POWER
  • Build, balance and maintain PROCUREMENT POWER
  • Avoid THE TOP 5 BUYER-SIDE NEGOTIATION MISTAKES
  • Recognize and neutralize THE TOP 12 SELLER COUNTERTACTICS
  • Overcome 12 SELLER COUNTERTACTICS with 12 BUYER TACTICS
  • Learn to trade, never donate concessions
  • Develop comprehensive negotiation strategies with THE NEGOTIATION PLANNER
  • Implement buyer tactics designed to maximize margin and profitability
  • Negotiate win-win agreements with profitability and stronger relationships  
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TARGET AUDIENCE

  • Procurement Officers
  • Professional Buyers
  • Purchasing Agents
  • Strategic Resource Managers
  • Executives
  • Sales Personnel
  • ISM Members

DURATION

  • 2-days(Consecutive Recommended)
  • 1-day(Split Optional)

PARTICIPANT TOOLS

  • Workbook
  • Negotiation Planners
  • Book
  • Tactics Sheets

REINFORCEMENT

  • eLearning
  • Podcasts
  • Mastery Workshop
  • Coaching Tools
  • Certification
  • Videos

DELIVERY OPTIONS

  • Instructor-Led Classroom
  • Instructor-Led Virtual

SPARTAN NEGOTIATION SYSTEM

  • Systems & Success: The 80/20 Rule
  • Skill, Methodology & Strategy
  • Power. Tactics. Strategy.

POWER

  • Buyer Power
  • Seller Power
  • Build, Balance & Maintain Power

TACTICS

  • The Top 21 Buyer Tactics
  • The Top 12 Seller Countertactics
  • Manage Buyer Tactics with Countertactics

STRATEGY

  • 3 Rules of Procurement Negotiation
  • Negotiate Early and Often
  • Trade. Never Donate Concessions.
  • 3-Step Concession Strategy
  • Spartan Negotiation Planner
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