The Buying Game
The Buying Game workshop has been designed to strengthen the negotiation skills and improve the outcomes of sellers by arming them with behind the scenes details of the most common sourcing processes. Once these details are understood, sellers are taught how to identify, or if necessary, generate clues before negotiations begin that they have either already been selected, or are only in the negotiation as false competition to make the selected supplier “do better” for the buying organization.
Developed by professional “buy side” advanced negotiators using years of real-world experience as well as a Six-Sigma designed questionnaire completed by members of an international association of contract managers. The premise of The Buying Game(™) is that buyers (broadly defined as a person or team of people doing the purchasing) are typically in a negotiation to get the best deal from a supplier that is already selected, or strongly preferred, while most sellers enter a negotiation to give away value until they “get selected.”
In addition to lecture and discussion, depending on the medium, attendees may experience a customized role-play that will help them understand the “game” and associated tactics most buyers use to get selected suppliers to make additional concessions. TableForce teaches “a tactic discovered is a tactic disarmed” and once the seller has identified their true position, how to effectively turn the negotiations into a stronger win-win deal. Retaining more value for themselves while still making the buying organization happy.