Negotiation Strategies For Better Purchasing Value
-
COURSE DATES AND LOCATIONS
DATE
Duration
LOCATION
FEES
Book Now
-
INTRODUCTION
This course uses a variety of interactive training methods such as role playing, videos, team exercises, individual exercises, case studies, group discussions and questionnaires.
-
COURSE OBJECTIVES
By the end of the course, you‘ll be able to:
- Examine the key features in spend profiles
- Evaluating costing reduction opportunities
- Understanding supplier pricing structures
- Apply purchasing strategic plans
- Develop common approaches in planning for negotiations
-
COURSE AUDIENCE
This course is made for
- Those with some years experience in purchasing but who wish to regenerate their thinking or attitude
- Those at all levels in projects / site contract management / engineering with supply chain involvement
- Those in a Company who influence the selection of materials/ services / source of supply
-
COURSE OUTLINE
Day One
- Why is professional purchasing in decline?
- Is your organisation infected with the virus of purchasing failure?
- Should We Outsource the Process
- Can we be Effective without being Efficient
- The Importance of Reaching-out to the Internal Customer
- Purchasing Strategy – Where does your money go?
- Introduction to Negotiation
- Styles of Negotiation
Day Two
- The Mental Traps of Negotiation
- Importance of Social Skills
- Competency or Skill
- Analysis of Personal Competencies
- Competencies of the Negotiator
- The Importance of Market Research
- Globalisation & Supply Chain Risk
- Price / Cost / Value
Day Three
- Terms and Conditions
- Payment Options
- Warranty and Guarantees
- Insurance
- Ownership
- Making the Contract Work
- Legal Needs
Day Four
- Tenders – The Process
- Tenders – Do they deliver what we desire?
- Long Term Supplier Relationships – Good or Bad
- Electronic Commerce Advantages and Dangers
- Ethics – Impact of Bribery and Corruption in business
- Corruption – Personal
- Corruption – Global
- Corruption – What can be done?
Day Five
- Reading Body Language
- Timing the Negotiation / Venue
- Dealing with Power and Authority
- Telephone Negotiations
- The Importance of Planning
- Engaging with the Other Side
- Bargaining
- Making Concessions
- Dealing with Tactics and Threats
Keyword
Training Subject
Training Location
