The Negotiating Edge - Engineers Project Syllabus


		How Sellers "Play" Engineers and Project Managers Program Syllabus One of the most common complaints that we hear from purchasers is that their negotiating leverage is being undermined by the end-users who will be using the products or services that they are purchasing. These end-users are usually engineers and project managers. The typical scenario involves engineers making statements or taking positions, often without even realizing that they are doing so, that fatally undermine the purchaser's ability to negotiate effectively with the seller. This does not happen by accident. Sellers are trained to exploit these differences in order to eliminate the purchasing department's ability to negotiate price and terms effectively. In this presentation participants will learn how to recognize these tactics and defend against them. Who Should Attend: Project managers, engineers, managers and anyone else who deals directly with salespersons. Program Objectives: To teach participants: How to recognize the most popular sales tactics; To learn how to defend against them; and How to help your purchasing department work closely with end-users to negotiate better deals at better prices. Participants Will Learn: Common strategies and tactics used by sellers; Common mistakes made by engineers, project managers and other end-users when dealing with sellers; How end-users can help purchasers control costs and save money.