Course Overview
Strategic Procurement – Developing Win-Win Negotiation : This program promotes the key competencies to manage procurement and purchasing effectively by delivering the technique of managing effective negotiation and supplier audits. Participants 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 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 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 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
