Customer Service

from RM1500

OHSA

from RM1500

Supply Chain Mgmt

from RM1400

Warehouse & Logistics

from RM1500

Fraud & Risk Mgmt

from RM1500

Account Principles & Practices

from RM1500

Negotiation Practices In The Supply Chain

Chat to get a Free Quotation

  • Private Class Price is Per Day not Per Pax
  • Send 1 or 20 pax for the same price
  • HDRF Claimable(SBL)

Private Class from

1600/day

(2 Days)

BENEFITS

Upon completion of this program, participants will be able to:

  • Know how to prepare for and begin a negotiation the right way
  • Set realistic and achievable negotiation objectives and targets and develop an effective negotiation strategy
  • Learn how to negotiate with difficult people, people from other countries and through the telephone
  • Practice how to apply the most effective negotiating tactics at each critical stage of the negotiating process in order to bring it to a favourable conclusion for both parties
  • Familiarize with the ways and methods of managing the post negotiation agreement

INTRODUCTION

Every one of us is involved with negotiating in one form or another every day of our lives. Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, they are negotiating. Yet negotiating today can be one of the least understood arts in human affairs. Successfully negotiating is a skill. Like all skills, it can be learnt and it can be improved. It is not something you either have or do not have. However, even seasoned negotiators realize that consistently successful negotiations take preparation, practice and coaching.

AUDIENCE

This program is designed to identify and address the concern of entire outsourcing team in all sectors as HR Managers, IT Managers, Consultants (Financial, SAP), Forwarders, Logistics Providers, Supply Chain Service Providers, Shipping Agents, and Department Head from all sectors of businesses.

METHODOLOGY

This program will be presented through interactive lectures, group discussions, case studies, role-play and games.

WHAT IS NEGOTIATING AND WHY IS IT IMPORTANT?
  • When Do We Negotiate?
  • With Whom Do We Negotiate?
  • What Do We Negotiate?
  • Negotiating At The Two Stages In The Procurement Process:
    • The Pre-Contract Stage
    • The Post-Contract Stage
  • The Three Key Phases Of Negotiation:
    • Preparation
    • Meeting
    • Follow-Up
PREPARING FOR A SUCCESSFUL NEGOTIATION
  • Understanding The Purchasing Content
    • The Needs To Be Satisfied
    • The Supply Market Condition
    • The Purchasing And Supply Strategy
    • The Type Of Supplier Relationship
  • Analyzing Prices And Cost
    • The Importance Of Price And Cost Analysis
    • Analyzing The Suppliers’ Price
    • Building A Cost Model
    • Getting Information On Prices And Costs
  • Understanding The Supplier Organization
    • Reviewing The Suppliers Capabilities And Strategy
    • Knowing How The Supplier Sees Your Company:
      • The Supplier Perception Model – Marginal, Exploit, Develop Or Core Business
  • Understanding The People Involved And Their Negotiating Styles
  • What Are The Strengths and Weaknesses Of These Styles And How Do We Deal With Them?
    • Warm
    • Tough
    • Logical
    • Creative
    • Deal-Maker
  • Determining The Balance Of Power And Knowing How To Use Them In Negotiations:
    • Organization Power
    • Personal Power
  • Using The SWOT Analysis:
  • Strengths, Weaknesses, Opportunities And Threats
SETTING OBJECTIVES AND DEVELOPING STRATEGIES
  • Identifying The Variable For Negotiations
  • Looking At Options To Achieve Your Negotiation Objectives
  • Setting Clear Targets:
    • Best Target And Worst Acceptable Target
  • Determining The Negotiation Zone
  • Developing Your Negotiation Strategy
    • To Adopt A Win-Win Or A Win-Love Approach
    • What Your Starting Position Will Be
    • The Order Of Issue To Be Negotiated
    • The Persuasion Techniques To Use
SETTING OBJECTIVES AND DEVELOPING STRATEGIES
  • Preparing Your Set Of Negotiating Tactics E.G.: Building Block, Silence, Recess, Divide And Rule, Empathy, Deadlines, Slicing, Re-Escalation Of Demand
  • Deciding On The Members Of Your Negotiation Team
  • Where To Hold The Negotiation
  • The Timing And Duration Of The Negotiation
  • Stand By With Contingency Plans
THE STAGES OF NEGOTIATION
  • The Stages Of The Negotiation:
    • Open
    • Test
    • Purpose
    • Bargain
    • Agree
  • The Do’s And Don’ts During The Opening Stage
  • Checking Your Perceptions And Understanding During The Testing Stage
  • Introduction Options, Alternatives And Solutions During The Proposal Stage
  • Understand The Basic Rules During The Bargaining Stage
  • Summaries And Recap Clearly During The Agreement Stage
THE STAGES OF NEGOTIATION
  • Asking Effective Questions During The Negotiation Process
  • Reading The Other Party’s Body Language
  • How Do You Negotiate With People From Other Countries?
  • What About Negotiating By Telephone?
FOLLOW-UP
  • Initiate A Series Of Actions To Formalize The Agreement
  • Things To Avoid During The Formalization Process
  • Monitoring And Managing The Implementation Of The Agreement
  • Post-Contract Negotiations
  • Evaluating Your Negotiation Performance:
    • Attributes Of A Successful Negotiator
    • Lessons Learnt From The Experience
  • Question And Answer Session

Trainers