Effective Purchasing Negotiations

Place- الموعد Date - المكان
2017-04-02 00:00:00 Cairo
2017-08-06 00:00:00 Dubai
2017-12-03 00:00:00 Malaysia

 Who can benefit?

§ Managers and professionals involved in projects, contracts, purchasing, operations, maintenance, engineering, quality,

Course objective

§ The importance of planning in successful negotiations

§ Approaches in Negotiations

§ Standards of ethics

§ How to determine, rate, and value the issues in a negotiation

§ Elements of supplier cost structure to assist in negotiations

§ Evaluating strengths and weaknesses

§ Important issues in various contract clauses

§ Important elements of final preparation

§ Common negotiation tactics & countermeasures

§ Gain experience through the actual negotiation of sample cases

Course content 

§ Negotiation

§  Why are we here?
§ What are negotiations?

§  Our responsibilities as Agents

§ Exercise: Defining Negotiation Skill sets

§ Who Wins Negotiations

§ Preparation-the critical step?

§ The most important thing to remember in negotiations

§  Steps in Negotiation Preparation

§ Comparing Approaches in Negotiations

§  Win/lose approach

§  What does Win/Win really mean?

§ What gets negotiated?

§  How many issues?
§ Determining the issues 

§ Timing as an Issue

§  Business cycle
§   Market conditions
§  Lead-time

§ Defining Purchasing Issues 

§ Payment terms
§   Transportation issues
§ Inventory
§ Quantities
§ Pricing issues
   

§ Contract Issues for.

§ Types of contract
§  Progress Payments
§  Warranties

§ Defining Contract Issues for

§ Acceptance
§   Spare parts
§  Liquidated damages
§  Training

§ Rating & Issue Types

§ Ranking issues
§ Determining the 4 types of issues

§ Valuing Issues for Both Sides

§   Understanding elements of supplier cost structure

§   Total cost of ownership considerations

§ Negotiating Contractor Contingencies

§   Economic Price Adjustment Clauses

§   Price Indexes

§ Let's Talk about Ethics

§  Standards of ethics in purchasing and contracting conduct

§ Sharp practices

§  Assess Strengths & Weaknesses

§  Evaluating your position
§  Analyzing the other Side
§  The 4 sets of needs

§ Defining the Objectives

§   Determining initial positions

§  Negotiation objectives diagram
§ Negotiations planning forms

§ Impact of other Influences

§ Actions of competitors
§ Economy

§ Pre-negotiation Exchanges

§ Purpose of pre-negotiation exchanges

§ Preparing the team for pre-negotiation exchanges

§ Final Preparation

§ Team or individual negotiations

§  How to handle the issue of authority

§  Determine strategies
§ Where and when
§  Planning the agenda
§   Role play and role play
  Tips for the actual Negotiation

§  18 important negotiation points to remember

§   Ending Deadlocks in negotiations

Common Negotiation Tactics & Countermeasures

§ Undermining
§ Delaying Action
§  Questioning
§ Negative concessions
§ The "if" Statement
§  Comparative Options
§ Funny Money
..