Developing Win - Win Negotiation for Procurement

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

IPA Training is Registered with

Learn from the Best

Mr. Steven Yeo

MBA in Supply Chain Management (USA)

Certified HRDF Trainer (TTT certificate number 4669)

Certified Professional Trainer and Facilitator (University Malaya, Malaysia)

 

Steven Yeo has more than 35 years of Industrial working experience in the area of Supply Chain Management, Production, Warehousing and Procurement. He brings a wealth of expertise to the field.

 

His focus spans in training, facilitation, and consulting, catering to both public and private sectors in Malaysia and overseas. His comprehensive knowledge encompasses Procurement, Supplier Management, Warehousing, Logistics, Supply Chain, Risk Management, International Payment Systems, and Operations.

 

In his final role before retiring from full-time corporate employment in 2019, Steven served as the Company Director and Supply Chain Manager for a multinational French company based in Melaka.

 

Steven’s distinguished career is marked by numerous accomplishments, including:

 

Cost Reduction Management Program:

Spearheaded and managed a successful cost reduction program, resulting in savings of up to RM6.5 million for the company.

Supplier Contract Management:

Played a pivotal role in managing supplier contracts, actively involved in proposing, drafting, and renewing contracts with suppliers. Collaborated with internal stakeholders and legal experts to ensure robust negotiations.

Intellectual Property Protection through Non-Disclosure Agreements (NDAs):

Managed NDAs with suppliers to safeguard the company’s intellectual property.

International Contract Negotiations and Supplier Relationship Management:

Successfully negotiated with a major European customer to secure a new contract. Conducted visits to overseas suppliers for performance improvement and strategic selection of new suppliers.

Establishment of Supply Chain Controls:

Established controls and procedures, emphasizing the importance of supply chain control. Achieved 100% shipment performance to customers.

 

Steven Yeo has conducted training sessions for a diverse range of organizations, including major entities such as Sepang Aircraft Engineering (a subsidiary of AIRBUS), Inari Amerton Berhad, Syarikat Wen Ken Drug Sdn Berhad, MyMedic Innovation Sdn Berhad, Q Value ADD Penang, World Kitchen Berhad (Pasir Gudang), Food Excellence Sdn Berhad, Nanmu Yarn Manufacturing, Chuen Cheong Food Industry, Syarikat Batu Bata Kia Lim Berhad, Accenture, Continental Tyres Malaysia, Plexus Malaysia, Escatec Manufacturing, Canon Medical System, Kian Joo Manufacturing, Frenken Mechatronics, Hershey Foods, BINA Plastics, Kian Joo, AUO Sun power, Alliance Contract Manufacturing, Everbest Bio Tech Kulim, Infineon Malaysia, Adient Malaysia, COHU Malaysia, Overland Total Logistics, Toshiba Transformers Malaysia and Overseas training program in Dubai and India sub-continent.

 

His extensive industry experience adds invaluable depth to his training, as participants consistently praise his ability to impart practical knowledge and skills. His insights have proven instrumental in saving resources, time, and mitigating potential errors for participants

Venue Details

Wyndham Grand Bangsar Kuala Lumpur
Plaza Cygal, Tower 3, Basement 1, 59200 Kuala Lumpur,
Phone : 03-2298 1888

Contact us

Juliany,
03 2283 6109
juliany@ipa.com.my

Phoebe,
03 2283 6100
phoebe@ipa.com.my 

FOR CUSTOMISED IN-HOUSE TRAINING
Jane,
03 2283 6101
Jane@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 – 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