INTRODUCTION OF DEVELOPING WINNING INFLUENTIAL STRATEGIES IN NEGOTIATION WITH SUPPLIERS 

Key to securing the best deals for the company as procurement professional is to win all negotiation with the suppliers.

Understanding your supplier behavior and the supplies matrix and putting in place the effective strategies will ensure the company will secure from the suppliers the best deal.

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.

COURSE OBJECTIVES

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 – Key Principle of Negotiation

• What is Negotiation
• Stages of Negotiation
• 5 principles of ethical negotiation
• 7 elements of negotiation
• 4 key principle of principled negotiation

Module 6 – Generating Alternatives and Walk away strategy

• Generate Option for positive result
• How to use Objective Criteria to Present Argument
• Handling Challenges
• Getting a Yes in negotiation
• Developing BATNA
• Walk away strategies

Module 7 – Influencing Strategies with Suppliers

• 3 R of influence
• Control versus Cognitive Strategies
• Positive versus Negative communication

Module 8 – 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
• Traits of Good and Bad Negotiator

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