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Procurement & Negotiation

28-29 Apr, 2025, THE MAJESTIC HOTEL KUALA LUMPUR

IPA Training is Registered with

Venue Details

THE MAJESTIC HOTEL KUALA LUMPUR
5 Jalan Sultan Hishamuddin, 50000 Kuala Lumpur, Malaysia,

https://www.majestickl.com/


Phone : 03 2785 8000

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 – Analysing The Procurement Process
  • Module 2 – Supplier Selection And Creating An Effective Database
  • Module 3 – Supplier Risk Analysis
  • Module 4 – Life Cycle Costing, Total Cost Of Ownership & Cost Analysis
  • Module 5 – Technology For Cost Efficiency
  • Module 6 – Components Of A Successful Negotiation
  • Module 7 – Let The Rubber Meet The Road – Get Down To The Job At Hand
  • Module 8 – You Are Dealing With People – Are You Communicating?
OVERVIEW

Many companies spend a sizable percentage of their revenue on the procurement of products and services. This is inevitable, as essential supplies are necessary to keep their business operational.

 

As such, it is important that the procurement function is efficient and effective in meeting the organisation's business objectives. A good portion of the procurement professional's time is spent negotiating with suppliers for a better deal, and increasingly, that preparation is supported by AI tools that accelerate supplier research, cost analysis and scenario planning without replacing the judgement a skilled negotiator brings to the table.

 

Negotiation remains an integral part of the procurement professional's job. As buyers, they seldom have a choice of whether to negotiate, but they do have a choice in when and how well they do it.

 

This course addresses the strategic and operational perspectives of procurement with a win-win outlook, now including the practical use of AI as a working tool within established frameworks such as the Kraljic Matrix, Total Cost of Ownership and PICO, so participants leave equipped for the procurement environment as it actually operates today.

 

Digital platforms, analytics and generative AI are now providing procurement professionals with additional ways to research markets, analyse supplier information, compare cost scenarios and prepare for negotiations. These technologies can improve speed and coverage, but they do not replace professional judgement, reliable evidence, confidentiality or human accountability.

After Attending This Course, You Will Return To Your Job…
  1. Mapping and analysing the procurement cycle to identify process bottlenecks and improvement opportunities.
  2. Selecting and evaluating suppliers objectively, using structured criteria supported by desk and field research.
  3. Positioning suppliers on the Kraljic Matrix and developing appropriate risk mitigation strategies.
  4. Calculating and applying total cost of ownership and price/cost analysis in sourcing decisions.
  5. Evaluating where AI and other technologies can be applied responsibly to improve procurement cost efficiency
  6. Planning and executing a negotiation using the PICO method, with limits tested through BATNA/WATNA analysis.
  7. Applying active listening, assertive communication and non-verbal awareness in negotiation settings
WHO SHOULD ATTEND

Managers and Executives From Purchasing/Procurement, Sourcing, Operations, Buying, Distribution and Supply Chain, Materials Planning and Control, Logistics, Vendor Development, Suppliers, Finance, Business Development and Merchandising.

METHODOLOGY
  • Interactive lectures
  • Group discussions
  • Exercises
  • Questions & Answers 
DAY 1
9:00

MODULE 1: ANALYSING THE PROCUREMENT PROCESS

  • Understanding: procurement, buying and sourcing
  • Process analysis: the purchasing cycle
  • Company policies on procurement: single source or multiple suppliers, price or cost based, supplier relationship, probity, supplier selection, quality and price related
  • Procurement constraints: policies, customers and suppliers
  • AI-assisted spend classification and process mapping to identify bottlenecks


10.45

MODULE 2 – SUPPLIER SELECTION AND CREATING AN EFFECTIVE DATABASE

  • Selection process: setting selection criteria
  • Objective evaluation of suppliers: desk research and field research
  • AI-augmented supplier discovery to widen the candidate pool and surface early red flags
  • Supplier database: approved, qualified and preferred suppliers
  • Monitoring supplier performance, including AI-driven anomaly detection in performance ratings
  • Supplier development: relationship building effort

 

1:00 Lunch
2:00

MODULE 3 – SUPPLIER RISK ANALYSIS

  • Supplier risk analysis using the Kraljic Matrix
  • AI-enhanced risk scoring layered onto the matrix, drawing on news, financial filings and ESG signals
  • Supplier risk profile: mitigating risks using the risk matrix
  • Skills set required to manage suppliers and risks
  • Risks and service levels: minimising risk exposure in critical areas
  • Dealing with sole source suppliers: how to minimise risks

 

  Exercise On Life Cycle Costing & Cost Analysis
3:45

MODULE 4 – LIFE CYCLE COSTING, TOTAL COST OF OWNERSHIP & COST ANALYSIS

  • Supplier rationalisation and reduction
  • Internal cost drivers: company-related
  • External cost drivers: supplier and supply chain related
  • How LCC and TCO help in strategic sourcing
  • AI-assisted pattern recognition across historical spend to surface hidden cost drivers
  • Price/cost analysis
  • Saving purchasing costs: process improvements, technology, EDI, e-procurement
  • Inventory management constraints: costs and options

 

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

MODULE 5 – TECHNOLOGY FOR COST EFFICIENCY

  • Identifying current skill sets: existing skills and the gap to fulfil
  • Procurement skills required to make the difference: the individual and the department
  • • The stage of technology penetration in the organisation
  • • Does technology help in procurement: how businesses use technology to create the difference
  • • Types of technology for the procurement environment: EDI, e-Procurement, portal, SaaS and Big Data Analytics
  • • Generative AI for RFQ drafting and specification writing
  • • AI-assisted e-procurement platforms and where analytics tools now sit on the AI spectrum


10.45

MODULE 6 – COMPONENTS OF A SUCCESSFUL NEGOTIATION

  • The different faces of negotiation: styles and techniques
  • A different approach to negotiation: the PICO method
  • The components and how it works
  • The fundamental requirements: a level playing field
  • The negotiation matrix that emphasises long-term relationship building
  • Using AI as a preparation tool for scenario simulation and counterpart research, with a caution on its limits

 

1:00 Lunch
2:00

MODULE 7 – LET THE RUBBER MEET THE ROAD – GET DOWN TO THE JOB AT HAND 

  • Planning your negotiation: the planning model
  • Preparation: knowing your limits, your WATNA and BATNA
  • AI-assisted WATNA/BATNA scenario modelling to stress-test limits before the room
  • Keeping your objectives focused: reality of targets
  • The negotiation steps and missteps
  • Problems commonly encountered in highly stressed negotiations
  • Dealing with hardball negotiators (dealing with difficult issues)

 

3:45

MODULE 8 – YOU ARE DEALING WITH PEOPLE – ARE YOU COMMUNICATING?

  • The difference between written and oral communications: how it works and why you must be good at both
  • Do you listen or do you hear? Active listening or astral travelling?
  • Verbal and non-verbal communication: body language may give you the hint
  • People are emotional beings: how do we take this into consideration?
  • Being aggressive or assertive? How others view your approach

 

5:00 End of Course