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Developing Win - Win Negotiation for Procurement

24-25 Sep, 2024, Wyndham Grand Bangsar Kuala Lumpur

IPA Training is Registered with

Venue Details

Wyndham Grand Bangsar Kuala Lumpur
Plaza Cygal, Tower 3, Basement 1, 59200 Kuala Lumpur,


Phone : 03-2298 1888

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 – Understand Negotiation and Negotiation
    Competitiveness Model
  • Module 2 - Managing Powerful Suppliers
  • Module 3 – Understanding Suppliers Traits and
    Behaviors for Negotiation
  • Module 4 – Key Principle of Negotiation
  • Module 5 – Principled Negotiation
  • Module 6 – Understanding your Alternatives
  • Module 7 – Dealing with Offer and Rejection
  • Module 8 – Negotiator Profile and Traits
  • Module 9 - Influencing Strategy
OBJECTIVE

To improve company profitability and the ability to drive up market share, the demand for an effective and efficient procurement management is a prerequisite. Key competencies in area of cost control, applying strategic strategy to manage supplies and the negotiation of the most advantageous benefits to the company is extremely important.

This course promotes the key competencies to manage procurement and purchasing effectively by delivering the technique of managing cost saving activities and handling effective negotiation.

AFTER ATTENDING THIS COURSE YOU WILL RETURN TO YOUR JOB…
  1. Identifying the type of negotiation strategy to be in place to manage procurement negotiation.
  2. Developing skills in handling difficult negotiation.
  3. Understanding the different negotiation models.
  4. Understanding successful negotiator techniques.
  5. Understanding the positive traits to develop in order to be a successful negotiator.
  6. Identifying your own and opponent strengths and weaknesses and developing alternatives before going into negotiation.
  7. Developing competencies in handling negotiations.
WHO SHOULD ATTEND
Managers/Executives from:
  • Purchasing/Procurement
  • Sourcing
  • Operations
  • Buyers
  • Distribution & Supply Chain
  • Materials Planning & Control
  • Logistics & Planning
  • Vendor Development
  • Suppliers
  • Finance
  • Business Development
  • Merchandizing
METHODOLOGY
This course will involve the following area to enhance learning:
  • Case studies & Brainstorming session
  • Discussion on subject of learning
  • Facilitating by trainer to enhance understanding of subject matter
  • Case study will be given to all participants on the 1st day of the class for Negotiation and Cost Reduction. Cost reduction case study to be presented by end of day 1 and Negotiation case study by end of day 2.
DAY 1
9:00

Module 1 - Understand Negotiation and Negotiation Competitiveness Model

  • Never split the difference negotiation
  • Win – Win Negotiation
  • Which model to use in negotiation?
  • Developing Negotiation Competitiveness Model and Analysis


10.45

Module 2 - Managing Powerful Suppliers

  • Problems with powerful suppliers
  • Strategies to control powerful suppliers
  • Bringing new value to the supplier
  • Changing buying strategy
  • Create new source
  • Playing hardball
12.00

Module 3 – Understanding Suppliers Traits and Behaviors for Negotiation

  • Key Suppliers traits that all buyers looking for
  • The Leader
  • The Innovative
  • The Monopoly
  • The Follower
  • The Complacent
  • Case study
1:00 Lunch
2:00

Module 4 – Key Principle of Negotiation

 

  • What is Negotiation
  • Stages of Negotiation
  • 5 principles of ethical negotiation
  • 7 elements of negotiation

 

3:45 Module 5 – Principled Negotiation
  • Generate Option for positive result
  • How to use Objective Criteria to Present Argument
  • Handling Challenges
  • Getting a Yes in negotiation

 

5:00 End of Day 1
DAY 2
9:00

Module 6 – Understanding Your Alternatives

  • Definition of WATNA and BATNA
  • Steps to Develop your Alternatives
  • Looking for ZOPA


10.45

Module 7 – Dealing with Offer and Rejection

  • Deciding Red Lines in Negotiation
  • Understand when to walk away
  • Managing Reject and Counteroffer
  • Dealing with Difficult Negotiators
1:00 Lunch
2:00

Module 8 – Negotiator Profile and Traits

  • Negotiation Team
  • 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
  • Bad Negotiator Habits
  • Mistakes made in Negotiation
  • Body language in Negotiation
  • Dealing with Difficult Negotiators
  • Break Out Room Discussion and Role Play

 

3:45 Module 9 - Influencing Strategy
  • Why Influencing is Important
  • How do you Build Influence
  • Positive Influencing others
  • Key Sources of Influence
  • Power Strategy versus Influencing Strategy
  • 3Rs of Influencing Strategies
  • SWOT analysis
  • Case study and Role Play

 

5:00 End of Course