Developing Strategic Sourcing and Negotiation Skills

21-22 May, 2026, Remote Online Training - Public

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)

 

With over 33 years of dedicated corporate experience in Supply Chain Management, Steven Yeo brings a wealth of expertise to the field. His focus spans 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 en sure 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

Remote Online Training - Public

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 – Life Cycle of Strategic and Traditional Sourcing
  • Module 2 – Sourcing Strategies
  • Module 3 – Evaluation, Risks, Selection and Procuring strategies
  • Module 4 – Supplier and Vendor Contract and Management Strategies
  • Module 5 – Key Principle of Negotiation
  • Module 6 – Negotiating and Negotiator Strategies
OBJECTIVES

Procurement is a key strategic function of all business organizations. Without an Effective Procurement System, companies will be under pressure over cost and quality and unable to compete in the marketplace.

One area of Procurement activities is Sourcing Management. Sourcing is a core process in Procurement to seek the best deal for the company in terms of cost, quality and overall sustainable supplies of services and material. With Strategic Sourcing Activities, companies will be able to develop the correct strategies to manage cost and quality and long-term stability in terms of supplies of services and material.

This course is developed to cater to companies’ needs in facing massive challenges in the domestic, regional and global challenging market conditions.

Participants will learn about the Effective Flow of Strategic Sourcing and Negotiating the best deal with chosen suppliers and vendors.

AFTER ATTENDING THIS COURSE YOU WILL RETURN TO YOUR JOB…
  1. Understanding the concept of Strategic Sourcing versus Traditional Sourcing.
  2. Understanding the process flow of negotiation.
  3. Developing negotiation strategies when dealing with suppliers’ situation.
  4. Understanding key ethics of negotiation and model of negotiation.
  5. Developing influencing skills over suppliers.
  6. Understanding Kraljic Segmentation Strategies when developing sourcing strategies.
  7. Differentiating between market sourcing and supplier sourcing.
  8. Understanding the process flow of proper flow of sourcing.
  9. Developing Effective Preventive Strategies to prevent sourcing failure.
  10. Understanding the 6 key types of Sourcing
    Strategies and when to deploy them.
  11. Developing supplier selection techniques.
  12. Understanding key clauses in Supplier
    Management System.
WHO SHOULD ATTEND
Managers/Executives/Supervisors/Officers from:
• Purchasing/Procurement
• Distribution & Supply Chain
• Materials Planning & Control, Logistics
• Vendor Development
• Suppliers
• Finance
• IT/MIS
• Business Development
• Merchandizing
• Sourcing
• Operations
• Buyers
METHODOLOGY
  • Interactive Lectures And Facilitating To Increase Understanding Of Subject Matter
  • Power Point Presentation
  • Case Studies & Brainstorming Session
  • Discussions on subject of learning
  • Exercises To Evaluate Participants Understanding
DAY 1
9:00

MODULE 1 – LIFE CYCLE OF STRATEGIC AND TRADITIONAL SOURCING

  • Sourcing goals and objectives
  • Supplier and vendor differentiation
  • PESTLE analysis
  • Market sourcing
  • 3 level of sourcing
  • Traditional sourcing
  • Strategic sourcing
  • Case discussion
10.45

MODULE 2 – SOURCING STRATEGIES

  • Kraljic model
  • Strategic Partnership model
  • Leverage model
  • Bottleneck strategies
  • Transactional model
  • Buyer value model
  • Sole sourcing
  • Single sourcing
  • Multiple sourcing
  • Inner sourcing
  • Backward sourcing
  • Outsourcing
  • RFP versus RFQ model
  • RFI versus EOI
  • PQQ strategies
  • Scope of Works
  • Decision matrix on strategies
  • Case example and case study
1:00 Lunch
2:00

MODULE 3 – EVALUATION, RISKS, SELECTION AND PROCURING STRATEGIES

  • Total cost of ownership
  • Financial analyses
  • ESG
  • Supplier Biz Continuity Plan
  • Exit and Shadow supplies
  • RTO and TTR
  • Supplier and Vendor Selection
  • Tender versus Reverse Bidding
  • Calculation exercise and case study
5:00 End of Day 1
DAY 2
9:00

MODULE 4 – SUPPLIER AND VENDOR CONTRACT AND MANAGEMENT STRATEGIES

  • Setting rules for supplier management
  • Force majeure
  • Document hierarchy
  • Fitness of purpose
  • Warranty and condition
  • Applying the right delivery term in Purchase order and contract
  • Type of contract
  • 4 pillars of suppler management
  • 1st and 2nd tier supplies
  • Cycle of Risk and Performance management
  • KPI
  • Case study
10.45

MODULE 5 – 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
  • Definition of WATNA and BATNA
  • Dealing with difficult negotiators
1:00 Lunch
2:00

MODULE 6 – NEGOTIATING AND NEGOTIATOR STRATEGIES

  • 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
  • Negotiation sliding strategies
  • 3 Rs of Influencing Strategies
  • Control and Cognitive Influence strategies
  • Bartering versus Bundling strategies
5:00 End of Course