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INTRODUCTION FOR UNDERSTANDING THE KEY PRINCIPLE AND STRATEGIES OF SUPPLY CHAIN, NEGOTIATION AND INFLUENTIAL TECHNIQUES 

An organization performance relies on the efficiency of the supply of information and material.

For supply chain operating system to be in optimum level, the key principal of supply chain together with proper strategies in place is important. To achieve this, most of the time, supply chain practitioners will also need to carry out discussion and negotiation with stake holders.

This program is design to bring knowledge to participants on these two key areas in order to achieve organizational supply chain objectives.

COURSE OBJECTIVE

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 be use in negotiation
• DEVELOP plan to bring value to supplier for a co operative relationship in order to meet key supply chain objective
• UNDERSTAND the key principle of supply chain and type of strategies to deploy
• DEVELOP influential strategies to bring positive change from stakeholders to improve supply chain performances

COURSE CONTENT

Module 1 – Total Supply Chain Management

• Definition  of Supply Chain
• Fundamental of Supply Chain
• Supply chain operation reference model (SCOR)
• Concept and building block of TSCM
• Key toward having a  Qualifiers and Winning attributes
• Supply chain model

Module 2 –   Supply Chain Integration Strategies

• Element of Supply Chain Strategies
• Controllable and Trade off strategies
• Supply chain Integrating strategies

Module 3 – Techniques to Overcome challenges in Supply Chain

• Understand your demand chain management (DCM)
• Crisis Management
• Leveraging Strategy
• Pre empting strategies
• Tactical strategies to overcome short term challenges
• Supply chain audit system
• 3rd Party Risk Management
• Supplier Management strategies
• 2nd and 3rd tiers suppliers strategies

Module 4 – Understand the power of strategic supplier selection to improve supply chain resilience

• Suppliers traits to avoid
• Preferred Suppliers traits
• Understand Competitiveness analysis
• Steps to proper supplier selection

Module 5 – Influential Principle for Supply chain and Negotiation

• 3 R of Influence
• Power versus Cognitive Influence
• Positive versus Negative Statement in Influence strategies

Module 6 – Negotiation Process and 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
• 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 – Developing Strategic Alternative Strategies and Handling Rejection

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

Module 9 – Developing Negotiation Competiveness and SWOT Analysis 

• Competiveness analysis
• Strength, Weakness, Opportunities and Threat Analysis
• Case study on negotiation

Module 10 – Techniques to Overcome Resistance in the Supply Chain  and Negotiation

• 7 techniques of overcoming resistance
• Soft strategies to overcome suppliers resistance
• Hard strategies to overcome suppliers resistance