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Procurement Management - Managing Supplier Selection and Negotiating for Strategic Competitiveness

30-31 Oct, 2023, Wyndham Grand Bangsar Kuala Lumpur (Formerly Known As Pullman Bangsar Kuala Lumpur)

IPA Training is Registered with

Venue Details

Wyndham Grand Bangsar Kuala Lumpur (Formerly Known As Pullman Bangsar Kuala Lumpur)
No 1 Jalan Pantai Jaya, Tower 3, 59200 KUALA LUMPUR,

https://all.accor.com/hotel /7962/index.en.shtml


Phone : 0 3-2298 1888
Fax : 0 3-2298 1999

Contact us

FOR COURSE DETAILS

Juliany,

Office: 03 2283 6109

Mobile: +60 122281247

juliany@ipa.com.my

Phoebe,

Office: 03 2283 6100

Mobile: +60 193637822

phoebe@ipa.com.my

Bee Teng,

Office: 03 2282 6112

Mobile: +60 172566121

beeteng@ipa.com.my

FOR CUSTOMISED IN-HOUSE TRAINING

Jane,

Office: 03 2283 6101

Mobile: +60 129418251

jane@ipa.com.my

Keith,

Office: 03 2283 0000

Mobile: +60 162272735

keith@ipa.com.my

ADDRESS

A-28-5, 28th Floor, Menara UOA Bangsar,
No.5, Jalan Bangsar Utama 1,
59000 Kuala Lumpur

FOCUSING ON
  • Module 1 – Sourcing and Tendering
  • Module 2 – Challenges in Tendering
  • Module 3 – Suppliers Selection and Management Process
  • Module 4 – Key Principle of Negotiation
  • Module 5 – Negotiator Profile and Traits
  • Module 6 – Understanding your Alternatives
  • Module 7 – Negotiation Preparation and Techniques
OVERVIEW

One of the most important objectives of procurement is to enable companies to have a competitive edge over competitors through strategic selection of suppliers and contractors.

Poor selection and negotiation with suppliers have led to an increase in cost and less efficiency.

This course’s main objective is to ensure participants understand the most effective method in suppliers and contractors’ selection and negotiating for the best deals.

AFTER ATTENDING THIS COURSE YOU WILL RETURN TO YOUR JOB…
  1. UNDERSTANDING strategic sourcing and tendering role of procurement in business operation.
  2. APPRAISING and DISTINGUISHING the type of strategy to be in place to manage tendering process to meet the objectives of the company.
  3. MANAGING and CARRYING OUT effective negotiation with suppliers and other stakeholders during tendering.
  4. DECIDING type of tendering to use depending on requirement and strategic advantages to the business organization.
  5. DIFFERENTIATING key differences between Sourcing and Tendering.
  6. IMPLEMENTING key areas of concern during the selection process.
WHO SHOULD ATTEND

Managers/Executives/Officers from:

  • Purchasing/Procurement
  • Distribution & Supply Chain
  • Materials Planning & Control, Logistics
  • Vendor Development
  • Suppliers
  • Finance
  • IT/MIS
  • Business Development
  • Merchandizing
  • Sourcing
  • Operations
  • Buyers
METHODOLOGY

This course will involve the following area to enhance learning:

  • Case studies & Brain storming session
  • Discussion on subject of learning
  • Facilitating by trainer to enhance understanding of subject matter
  • Pre and Post test to evaluate participants understanding
Day 1
9:00

MODULE 1 – SOURCING AND TENDERING

  • Sourcing versus Tendering
  • Type of Tendering
  • Sourcing strategies
  • Advantages and Disadvantages of Sourcing
  • Advantage and Disadvantages of Tendering
  • The Tendering Process in Open Tender
  • Common term used in Tendering
10.45

MODULE 2 – CHALLENGES IN TENDERING

  • Key Reason why tender fails
  • Reducing the risk in tender failure
  • Managing conflict of Interest
  • Red flag in Tendering and Sourcing
  • Sourcing and Tendering best practices
  • Case study
1:00 Lunch
2:00

MODULE 3 – SUPPLIERS SELECTION AND MANAGEMENT PROCESS

  • Understanding the 10C + 1R selection
  • Implementing Supplier On boarding and Off boarding system
  • Type of Audits to conduct for supplier selection
  • Case study
3:45

MODULE 4 – KEY PRINCIPLE OF NEGOTIATION

  • What is Negotiation?
  • Stages of Negotiation
  • 5 principles of ethical negotiation
  • 7 elements of negotiation
  • 4 key principles of principled negotiation
  • Handling Challenges
  • Getting a Yes in negotiation
5:00 End of Day 1
Day 2
9:00

MODULE 5 – NEGOTIATOR PROFILE AND TRAITS

  • The Soft Negotiator
  • The Principled Negotiator
  • The Hard Negotiator
  • Mistakes made in Negotiation
  • Body language in negotiation
  • Negotiator positive skills
  • Discussion – Which Traits to use in Negotiation
10.45

MODULE 6 – UNDERSTANDING YOUR ALTERNATIVES

  • Definition of WATNA and BATNA
  • Steps to develop your alternatives
  • Case study
1:00 Lunch
2:00

MODULE 7 – NEGOTIATION PREPARATION AND TECHNIQUES

  • Negotiation competitiveness model
  • Winning at all costs
  • Split the differences
  • 4 key strategies in negotiation
  • Soft versus Hard strategies
  • Influential strategies
  • Case study
5:00 End of Course