Win Win Negotiation Skills In Purchasing: Negotiate, Not Bargain!

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COURSE DESCRIPTION:

Most purchasing professionals think they are negotiating when in fact they are only bargaining. Is there a difference? Obviously! This is because bargaining is only one part of negotiating. The end result is most purchasing professionals get a poorer deal than they deserve.

Make no mistake about it; suppliers are going to negotiate even harder than ever before in the current difficult market conditions. The inability to negotiate properly is going to be very expensive to the company.

 

COURSE OBJECTIVES:

The overall objective of this two-day session is to impart the essential negotiation competencies to secure businesses on improved terms and conditions. It will also ensure that purchasing professionals are not “taken for a ride” by their customers.

WHO SHOULD ATTEND:

This course/training is designed for those responsible for planning, analysis, control, and direction of the purchasing department. Representative titles include vice president or director of purchasing or director of logistics, buyers, branch managers, account managers and seasoned regional logistics managers and account executives, sales representatives. This session is equally applicable for those managing sales processes for services/products.

COURSE OUTLINE:

The business case to negotiate

Comparing negotiation with other resolution methods

Common pitfalls that purchasing professionals fall into and how to avoid them

The use of power in negotiation

When NOT to negotiate

Understanding own negotiation tendencies

Strategies to improve and move away from our tendencies

The phases of negotiation

The 3 Ps

Principles that good negotiators use

Knowing where your company stand in the supplier’s eyes and implication on negotiation strategy

 

Please fill the information below should you wish to register to any of our public training schedules.
Public Training Application Form
* indicates required field

 

Effective Purchasing & Supply Chain Management

Course Description:

The Purchasing and Supply Chain Management program will show you the integrated approach to planning, acquisition, flow, and distribution, from raw materials to finished products. Topics such as developing a corporate culture, working successfully with teams, developing and implementing successful people management strategies, and workflow and performance management will be explored in this learning session. You’ll also learn the purchasing management process, including, vendor & materials management.. . and recognize the impact you have on the financial side of your business. The art of negotiation is covered in great detail, giving you a foundation for negotiating with great awareness and effectiveness.

Benefits From Attending this Learning Session:

  1. Become a More Efficient and Productive Buyer
  2. Increase Buyer’s contribution to the organization’s Bottom Line and Enhance Customer Satisfaction
  3. Improve the Services Provided by your Suppliers through More Effective Negotiations and Planning
  4. Find Out How to Select and Qualify Suppliers

TOPICS:

Learning Session Outline:

Session 1: Essentials of Purchasing

a. Introduction and Overview
b. Interdependencies of Purchasing
c. Purchasing and Financial Statements
d. Purchasing Administration
e. Global Sourcing

Session 2: The Supply Chain Process

a. Introduction
b. Acquisition of Goods and Services
c. Quantity and Demand
d. Planning Process
e. Material Planning Tools

Session 3: The Procurement Process

a. Introduction and Overview
b. Elements of Supplier Selection
c. Supplier Evaluation
d. The Bidding Process
e. Summary of the Procurement Process

Session 4: Negotiating Strategies

a. Introduction
b. Steps in Negotiating
c. Tools in Negotiating
d. Types of Negotiations
e. Personality Types
f. Preparing for Negotiations

Session 5: Price and Cost Analysis

a. Introduction
b. Pricing Evaluation
c. Use of Data
d. Strategic Cost Analysis
e. Timing and Outsourcing

Session 6: Supplier Contracting

a. Introduction
b. General Contract Principles
c. General Contract Principles Continued
d. Contract Drafting
e. Types of Purchasing Contracts

 

Please fill the information below should you wish to register to any of our public training schedules.
Public Training Application Form
* indicates required field

 

Effective Purchasing & Supply Chain Management

Course Description:

The Purchasing and Supply Chain Management program will show you the integrated approach to planning, acquisition, flow, and distribution, from raw materials to finished products. Topics such as developing a corporate culture, working successfully with teams, developing and implementing successful people management strategies, and workflow and performance management will be explored in this learning session. You’ll also learn the purchasing management process, including, vendor & materials management.. . and recognize the impact you have on the financial side of your business. The art of negotiation is covered in great detail, giving you a foundation for negotiating with great awareness and effectiveness.

Benefits From Attending this Learning Session:

  1. Become a More Efficient and Productive Buyer
  2. Increase Buyer’s contribution to the organization’s Bottom Line and Enhance Customer Satisfaction
  3. Improve the Services Provided by your Suppliers through More Effective Negotiations and Planning
  4. Find Out How to Select and Qualify Suppliers

TOPICS:

Learning Session Outline:

Session 1: Essentials of Purchasing

  1. Introduction and Overview
    b. Interdependencies of Purchasing
    c. Purchasing and Financial Statements
    d. Purchasing Administration
    e. Global Sourcing

Session 2: The Supply Chain Process

  1. Introduction
    b. Acquisition of Goods and Services
    c. Quantity and Demand
    d. Planning Process
    e. Material Planning Tools

Session 3: The Procurement Process

  1. Introduction and Overview
    b. Elements of Supplier Selection
    c. Supplier Evaluation
    d. The Bidding Process
    e. Summary of the Procurement Process

Session 4: Negotiating Strategies

  1. Introduction
    b. Steps in Negotiating
    c. Tools in Negotiating
    d. Types of Negotiations
    e. Personality Types
    f. Preparing for Negotiations

Session 5: Price and Cost Analysis

  1. Introduction
    b. Pricing Evaluation
    c. Use of Data
    d. Strategic Cost Analysis
    e. Timing and Outsourcing

Session 6: Supplier Contracting

  1. Introduction
    b. General Contract Principles
    c. General Contract Principles Continued
    d. Contract Drafting
    e. Types of Purchasing Contracts