Course Overview
Strategic Procurement – Developing Win-win Negotiation, a program which promotes the key competencies to manage procurement and purchasing effectively by delivering the technique of managing effective negotiation and supplier audits.
Course Objectives
By the end of the 2 days interactive session, the learning curve achieve will enable the following:-
- 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
Who Should Attend
This training program is highly recommended for employees involve in the managing of the supply chain function in the company, for example, personnel from procurement, warehouse, logistics and planning department and finance.
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 suppliers 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
- 5 principles of ethical negotiation
- 7 elements of negotiation
Module 5 – 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 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 Reject and counter offer
- 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
- Bad Negotiator habits
- Mistakes made in Negotiation
- Body language in negotiation
- Dealing with difficult negotiators
- Break out room discussion and role ply
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
- 3 Rs of Influencing Strategies
- SWOT analysis
- Case study and Role Play
