Course : Crisis situations and purchasing negotiationsWhat you need to know to manage conflict effectively
Practical course - 1d
- 07h - Ref. CSY
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 | Analyze the context and understand the parties' motivations and interests |
| Know the three ways of resolving conflict: law, negotiation, mediation |
| Adapting strategy and preparing for crisis negotiations |
Intended audience
Buyers, purchasing managers.
Prerequisites
Be in a purchasing negotiation situation.
Practical details
Hands-on work
Each sequence alternates between quizzes, individual or group brainstorming, sub-group practical exercises, debriefs and exchanges of practice.
Teaching methods
Active, participative teaching methods. Alternating theory and practice with application to the context and experience of participants.
Course schedule
1 Contract and new crisis context
- Identify the buyer's new needs and interests.
- Understand the motivations and interests of the supplier or service provider.
- Identify the emotions generated.
Role-playing
Quiz on emotions and motivations. Individual work: each participant analyzes his or her own context. Sub-group discussions based on their analyses, with feedback from the trainer. Large-group feedback: collective debriefing. Sharing of a multi-criteria analysis grid.
2 The law and the legal mechanisms invoked in the event of a crisis
- Understand why it's not really possible to invoke force majeure.
- Know the mechanism of judicial suspension of the contract.
- Rely on unpredictability.
- Review contractual clauses.
Exercise
Quiz on the legal responses to the main requests for contract modification or termination. In sub-groups, participants analyze the clauses of their contracts. Large-group debriefing. Sharing of an action checklist.
3 Adapt your strategy to the situation: prepare for negotiation
- Identify a common goal and make it accepted.
- Managing power relations.
- Preparing to negotiate in tense situations.
- Reinforce personal power to develop confidence.
- Learn to manage emotions.
Role-playing
Quiz on best practices and tools for conflict negotiation. In sub-groups, participants prepare a purchasing negotiation using a conflict negotiation preparation matrix. Back to the large group: collective debriefing of preparations.
4 Using mediation
- The contribution of mediation in conflict situations.
- Internal mediation.
- Call on the company ombudsman.
Exercise
Mediation quiz. In sub-groups, participants propose an action plan to develop the use of internal and external mediation in their organization. Large-group debriefing and sharing of RFAR-certified best practices.
Publication date : 02/29/2024
PARTICIPANTS
Buyers, purchasing managers.
PREREQUISITES
Be in a purchasing negotiation situation.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Buyers, purchasing managers.
PREREQUISITES
Be in a purchasing negotiation situation.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
Dates and locations
Dernières places
Date garantie en présentiel ou à distance
Session garantie
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.