Course Overview
This Procurement and Win-Win Negotiation program promotes the key competencies to manage procurement and purchasing effectively by delivering the technique of managing effective negotiation and supplier audits. Participants Procurement and Win-Win Negotiation will gain practical knowledge and strategies to strengthen supplier relationships, improve negotiation outcomes, manage challenging procurement situations, and create long-term value through ethical and strategic negotiation practices.
Course Objectives
By the end of this Procurement and Win-Win Negotiation program, participants will be able to:
- Understand the key process of audit and negotiation.
- Understand the different type of audit.
- Develop strategies in managing effective audit.
- Develop strategies in carrying out negotiation.
- Understand the important of alternatives in negotiation.
- Understand the key principle and type of strategies to use in negotiation.
Course Methodology
This Procurement and Win-Win Negotiation training will involve the following area to enhance learning:
- PowerPoint Presentation
- Case Studies & Brainstorming Session
- Discussion on Subject of Learning
- Facilitating by Trainer to Enhance Understanding of Subject Matter
Who Should Attend
This Procurement and Win-Win Negotiation training program is highly recommended for employees involved in managing the supply chain function within the company, including personnel from:
- Procurement Department
- Purchasing Department
- Warehouse Department
- Logistics Department
- Planning Department
- Finance Department
- Supply Chain Management Teams
- Anyone involved in supplier management and commercial negotiations
Course Content
Module 1 – Understand Negotiation and Negotiation Competitiveness Model
- Never Split the Difference Negotiation
- Win-Win Negotiation
- Which Model to Use in Negotiation?
- Developing Negotiation Competitiveness Model and Analysis
Module 2 – Managing Powerful Suppliers
- Problems with Powerful Suppliers
- Strategies to Control Powerful Suppliers
- Bringing New Value to the Supplier
- Changing Buying Strategy
- Create New Source
- Play Hardball
Module 3 – Understanding Suppliers Traits and Behaviors for Negotiation
- Key Supplier Traits That All Buyers Looking For
- The Leader
- The Innovative
- The Monopoly
- The Follower
- The Complacent
- Case Study
Module 4 – Key Principle of Negotiation
- What is Negotiation
- Stages of Negotiation
- Five Principles of Ethical Negotiation
- Seven Elements of Negotiation
Module 5 – Principled Negotiation
- Four Key Principles of Principled Negotiation
- Generate Options for Positive Results
- How to Use Objective Criteria to Present Arguments
- Handling Challenges
- Getting a Yes in Negotiation
Module 6 – Understanding Your Alternatives
- Definition of WATNA and BATNA
- Steps to Develop Your Alternatives
- Looking for ZOPA
Module 7 – Dealing with Offer and Rejection
- Deciding Red Lines in Negotiation
- Understand When to Walk Away
- Managing Rejection and Counter Offers
- Dealing with Difficult Negotiators
Module 8 – Negotiator Communication Strategies, Profile and Traits
- Negotiation Team
- Communication and Listening Skills
- The Soft Negotiator
- The Principled Negotiator
- The Hard Negotiator
- Traits of a Good Negotiator
- Bad Negotiator Habits
- Mistakes Made in Negotiation
- Body Language in Negotiation
- Dealing with Difficult Negotiators
- Breakout Room Discussion and Role Play
Module 9 – Influencing Strategy
- Why Influencing is Important
- How Do You Build Influence
- Positive Influencing Others
- Key Sources of Influence
- Power Strategy versus Influencing Strategy
- 3Rs of Influencing Strategies
- SWOT Analysis
- Case Study and Role Play
