INTRODUCTION FOR DEVELOPING NEGOTIATION SKILL FOR PROCUREMENT WITH STRATEGIC STRATEGIES

Procurement function is more than issuing purchase orders to suppliers and making sure the orders are delivered on time.

Key functions of procurement and purchasing includes sourcing, selecting and managing suppliers’ performances.

The key to achieving successful the objectives and goals is to able to bring in the best result by negotiating for the best cost, quality and overall services from suppliers.

This 14 hours program is designed to develop the purchasing and procurement personnel’s negotiation skill in order for them to able to handle negotiation challenges successfully.

LEARNING OBJECTIVE

By the end of the 14 hours program, the learning curve achieve will enable the participants of the program to achieve the following:-

• UNDERSTAND the right process of negotiation in order to achieve the desire result
• IDENTIFY the type of strategy to use in negotiation
• DEVELOP plan to bring value to supplier for a co operative relationship
• CARRY OUT risk assessment and plan action for negative outcomes in negotiation
• MANAGING the negotiation process to be in control

WHO MUST ATTEND

This training program is highly recommended  for all purchasing and procurement personnel’s and other employees from other area of work but has involvement in handling negotiation.

METHODOLOGY

This training will involve the following area to enhance learning:

• Power point presentation
• Case studies & Brain storming session
• Discussion on subject of learning
• Facilitating by trainer to enhance understanding of subject matter

COURSE CONTENT

Module 1 – The Role of Procurement & Purchasing

• Key objectives of Procurement and Purchasing
• Key Fundamental to Effective and Efficient Procurement
• Understand the key fundamental of PQR
• Common reason why we negotiate in Procurement activities

Module 2 – Understanding Suppliers Traits and Behaviors for Negotiation

• Key suppliers traits that all buyers looking for
• The Leader
• The Innovative
• The Monopoly
• The Follower
• The Complacent
• Understanding the Competitiveness Model
• Conducting SWOT analysis on your supplier for negotiation
• Will you use Integrative or Distributive negotiation strategies?

Module 3 – 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 4 – Harvard Key Principle of Negotiation

• What is Negotiation
• Stages of Negotiation
• 5 principles of ethical negotiation
• 7 elements of negotiation

Module 5 – The Bluff game of negotiation

• The purpose of the game
• The rule of the game
• Play the game to understand negotiation

Module 6 – Harvard Principled Negotiation

• 4 key principle of principled negotiation
• Generate Option for positive result
• How to use Objective Criteria to Present Argument
• Handling Challenges
• Getting a Yes in negotiation

Module 7 – Negotiator Profile and Traits

• 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

Module 8 – Understanding your Alternatives

• Definition of WATNA and BATNA
• Steps to develop your alternatives

Module 9 – Dealing with Offer and Rejection

• Looking for ZOPA
• Deciding red lines in negotiation
• Understand when to walk away
• Managing Reject and counter offer
• Dealing with difficult negotiators
• Break out room discussion and role ply
• Quiz x 30 questions

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