Purchasing Negotiation

21-22 Dec, 2020, Webinar Classroom Training

IPA Training is Registered with

Learn from the Best

MANO HAARAN has more than 21 years of practical work experience in contracts administration, supplier management, procurement, project management, supply chain and logistics, etc. He specializes in training, facilitation and consulting to both the public and private sector in areas like Procurement Efficiencies including addressing issues of contracts administration, fraud, cost management and product life cycle management, Warehouse Management, Operations Management, Total Cost Management, Supply Chain Management, Total Logistics management, Stock Taking and Auditing,

 

His landmark consulting experience was designing of materials part numbering and coding systems, preparation of standards, policies and procedures for a large rail network. He was also involved as a consultant for the development of an automated business solution for a wholesale/retail stationery business with off shore branches where he was instrumental in business process analysis, process improvement, project management and eventual successful completion and commission of the system.

 

Mr. Haaran’s sample of illustrious clients list for training include Shell, UMW Toyota Motor, Celcom, Samsung, Proton, Colgate-Palmolive, Eon Finance, Philips, Hicom-Yamaha, Malaysian Oxygen, NEC, Petronas, General Electrics, Gamuda, Johnson & Johnson Medical, JVC, Kontena Nasional, Glaxo Wellcome, Hitachi, Hong Leong Lurssen Shipyard, National Heart Institute (IJN), Kenwood, Macfood Service, Nestle, Mattel, Matsushita Industrial Corporation, Maybank, Minolta Precision Engineering, MISC, Perwaja Steel, Seagate, Canon, BASF and UPS, Petronas Carigali, Sidel, Western Digital, Perodua, Sharp and Panasonic.

Venue Details

Webinar Classroom Training

Contact us

Juliany,
M - 012 2281 247
juliany@ipa.com.my

Michelle,
M - 019 363 7822
michelle@ipa.com.my 

FOR CUSTOMISED IN-HOUSE TRAINING
Yvonne,
M - 012 201 1247
yvonne@ipa.com.my

ADDRESS 
A-28-5, 28th Floor, Menara UOA Bangsar, 
No.5, Jalan Bangsar Utama 1, 
59000 Kuala Lumpur
www.ipa.com.my

FOCUSING ON
  • Module 1 - Negotiation 101
  • Module 2 - Components of a successful negotiation
  • Module 3 - Total cost management – long term view or short-term benefits?
  • Module 4 - Keeping your best suppliers supplying to you for ever
OBJECTIVE

Purchasing is a subset of procurement. Though policies and operating procedures are the domain of procurement, the daily rigors of the job are borne by purchasing.

 

While purchasing is the ‘workhorse’ of routine procedures, they are constantly in precarious decision situations that impacts the whole organization, especially when dealing with sole source suppliers who control the supply.

 

In other situations, purchasing is called upon to deal with suppliers in managing cost, reducing price and ensuring that there is no disruption in supply. Most of the time purchasers need to deal with tough supply situation and constantly volatile market and pricing situations.

 

Hence, purchasers need to negotiate with suppliers often in favorable terms to the buying organization. However, most negotiation ends up in win-lose situation to the detriment of the buying organization.

 

This one-day online course is designed with win-win frame of mind for both parties in negotiation. The course takes participants to a modern way of win-win negotiation by understanding total cost management instead of hard bargaining.

YOUR BENEFITS
  1. The Real Meaning Of Negotiation For Mutual Benefits.
  2. That Negotiation Is Not Done On Level Playing Fields Most Of The Time.
  3. That Negotiation Is Not A Zero-Sum Game, But One That
    Cre ates A Long Term Relationship With A Win-Win Approach.
  4. How To Work Within Organizational Limits And Walk-Away Positions?
  5. How To Approach Negotiation With Mutual Cost Benefits?
  6. How To Keep Your Best Suppliers Supplying To Forever?
WHO SHOULD ATTEND
Buyers, merchandisers and purchasing professionals who are managing supplier relationships and wish to develop winning negotiation strategies.
METHODOLOGY
Interactive lectures, exercises, and QA
DAY 1
9:00

MODULE 1 - NEGOTIATION 101

  • What is it? – is bargaining or haggling the same?
  • Why do we have to negotiate?
  • When to negotiate?
  • The different faces of negotiation – styles and techniques
10.45

MODULE 2 - COMPONENTS OF A SUCCESSFUL NEGOTIATION

  • A different approach to negotiation – the PICO method
  • The components and how it works
  • The fundamental requirements –a level playing field
  • Preparation – knowing your limits; your
 

WATNA & BATNA

  • The negotiation matrix that emphasis on long term relationship building
12.30 End of Day 1
DAY 2
9:00

MODULE 3 - TOTAL COST MANAGEMENT – LONG TERM VIEW OR SHORT-TERM BENEFITS?

  • Spend analysis – how this helps in negotiation?
  • Price/Cost Analysis and the total cost approach
  • Costs that were never part of the deal – discovering and dealing with them in time
  • Saving purchasing costs – process improvements, technology – EDI, e-procurement, etc.
  • Special procurement negotiation situations – sole source, single source, contracts, projects, warranties, conditions, guarantee, etc.
  • Inventory management constraints – costs and options
10.45

MODULE 4 - KEEPING YOUR BEST SUPPLIERS SUPPLYING TO YOU FOR EVER

  • The secret of working with the best suppliers – who are they and what do they want?
  • How to qualify them? – reference, preference and the selection processes
  • Do we have a choice in a supplier’s market? – how to use a disadvantage to your advantage?
  • Supplier Risk Assessment
  • Relationship building and keeping your suppliers forever supplying
12.30

End of Course