Incoterms Negotiating & Contracting Competency In Import Export Trade

17-18 Nov, 2021, Virtual Classroom Training

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MR. STEPHEN KUM (MBA, USA) is a fellow of The Institute of Freight Association, The Institute of Logistics & Transport, The Institute of Business Administration, Professional member of Global Logistics Supply Chain Alliance and former Vice Chairman of Persatuan Logistik Selangor.

 

He has more than 30 years of hands-on experience in the fields of international trade, global procurement, freight operation and logistics supply chain management. He is consultancy expertise relates to INCOTERMS execution, trade documentation, suppliers development, shipping risks and logistics strategies. He was the Managing Director of a global logistics provider with network in UK, USA, Australia and Asia. Held various contractual senior positions as Country Manager of Esprit Shipping (HK), Sales Director with Karl Schroff Associates (US) and Area Manager with Port Cargo International (UK). Associated with Cambridge International College as their Training Consultant, Program Examiner with Durham Logistics College and Resident Consultant with TPL Global Chains Management.

 

He has been involved in corporate training and executive’s development since 2002 for manufacturers (Proton, Petronas, etc), multinational companies (National Semiconductor, Revertex, etc), brand leaders (Goodyear Tyres, Mitsubishi, etc), academy of learning and development (OCBC Trade Academy, Boustead Naval Academy, etc). His embassy clientele includes trade divisions of Nigerian Embassy, Sudan Embassy and Royal Thai Embassy in Kuala Lumpur. He has developed shipping programs for Institute Technology Multimedia, logistics program for Sentral City Institute, freight management program for PSNB and Open University Malaysia. Post graduate courses in supply chain management for Camden University and export management for Metropolitan University organized from Kuala Lumpur.

Venue Details

Virtual Classroom Training

Contact us

Juliany,
M - 012 2281 247
juliany@ipa.com.my

Michelle,
M - 019 363 7822
michelle@ipa.com.my 

FOR CUSTOMISED IN-HOUSE TRAINING
Yvonne,
M - 012 201 1247
yvonne@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: Defining The Framework in Transaction Terms
  • Module 2: Identifying The Steps in Business Offers
  • Module 3: Explaining The Factors in The Sales of Goods
  • Module 4: The Risks and Costs of The 11 Incoterms Rule
  • Module 5: Negotiable Elements on Incoterms Contracts
  • Module 6: Constraints and Challenges in Negotiation
  • Module 7: The Roadmap on The Phases of Negotiating
  • Module 8: The Important Documentation to be Used
INTRODUCTION

An organization would reap more winning attributes with competent negotiators. Understanding negotiation is therefore a key strategy and itself, a tactical tool in proposing and closing sales transactions between suppliers and purchasers.

 

The contract of sale and contract of carriage in Incoterms execution have various levels of risks and costs factors and parties need to negotiate and contract competently. The objective is to defend one’s position and stake even in a win-lose situation.

AFTER ATTENDING THIS COURSE YOU WILL RETURN TO YOUR JOB…
  1. Knowing the versatility factors of negotiating.
  2. Avoiding the vulnerability issues of contracting.
  3. Learning the tactics of bargaining and positioning.
  4. Familiarizing on the structuring and encountering skills.
  5. Adopting the strength of behavioural techniques
WHO SHOULD ATTEND
  • An empowerment course for all managers and executives involved in sales and purchase of goods proposals and contracting.
  • An enriching course for all department managers and executives in learning negotiating contracts.
METHODOLOGY
A workshop / seminar based event with power-point presentation and course materials. Group assignments and self-assessment during the class.
DAY 1
9:00

Module 1: Defining The Framework in Transaction Terms

  • The payment, sales, delivery and title factors between seller and buyer contractual levels.
10.45

Module 2: Identifying The Steps in Business Offers

  • Examining the request for quotation on representation and clarification
  • Interpreting the contractual elements of purchase and supply
1:00 Lunch
2:00

Module 3: Explaining the Factors in The Sales Of Goods

  • The carriage provisions and the seller buyer obligations and responsibilities of fulfillment
3:45

Module 4: The Risks and Costs of The 11 Incoterms Rule

  • Implications on provisions and resolutions leading to a critical level of dispute
5:00 End of Day 1
DAY 2
9:00

Module 5: Negotiable Elements on Incoterms Contracts

  • Named principal parties and stages of responsibilities and obligations
10.45

Module 6: Constraints and Challenges in Negotiation

  • The competency behavior and composure of buyer and seller
  • Avoiding adversity pitfalls
1:00 Lunch
2:00

Module 7: The Roadmap on The Phases of Negotiating

  • Stages of contracting from preparation to execution
  • The basic provisional issues in the purchase and supply agreement
3:45

Module 8: The Important Documentation to be Used

  • Pre-negotiation AGENDA plan to post- negotiation CRIB sheet
  • The empowerment factors of the BATNA
5:00 End of Course