Knowing their multi-national team was well trained in the commercial and technical aspects of their work, NAMSA’s purchasing management felt that the best return on their training budget would be to sharpen their employees’ negotiation skills. The training challenge was to develop a pragmatic, results-oriented negotiations program for a heterogeneous group (cultural-, technical- and commercial backgrounds). The training needed to be directly relevant to NAMSA’s specific business case of agency-to-corporation procurement. The quality of a supplier's service was seen as being as relevant to negotiations and price.
During the 2-day workshop we introduced a number of universal negotiating concepts such as creating and claiming value, gearing pressure, dealing with deadlock and identifying interests. These concepts were analyzed to establish how their application could support the participants’ on-going dealings with particular key suppliers. Real-play scenarios were then developed to train the application of the negotiating strategies in realistic NAMSA scenarios. Finally, feedback and repetition drove the training transfer.
Following the program, the purchasers and procurement agents had techniques and strategies at their command which helped strengthen NAMSA’s position when negotiating with powerful international suppliers. ”Keeping NATO moving” is a classic example of a Target negotiations training solution - practical, transferable and above all successful.