EFFECTIVE NEGOTIATION IN CONTRACT, PROCUREMENT & SUPPLY CHAIN MANAGEMENT

PROGRAMME OVERVIEW

Most organizations compete on the basis of quality and customer satisfaction; therefore they need to be much more strategic when it comes to negotiations and procurement and Supply Chain Management. Far too much money is being wasted by inefficient systems and processes; resulting in lost opportunities. There is a need for a deep understanding of how to deliver real and tangible value throughout the supply chain. Negotiation, Procurement & Supply Chain plays a significant role in adding value to the organization and positively impacting profitability. The importance of the function has increased recognition from the executive board of the organization across all industries. Hence, it is essential to have up-to-date knowledge for the professionals regarding organizational objectives, best practices in the value chain, formulate strategies, and supply security.

WHO SHOULD ATTEND?
■ Purchasing and contract management professionals
■ Senior Supply Chain Managers and Executives looking at thought leadership of their own supply chain as well as other delegates’ experience and methods
■ Junior Supply Chain Executives, helping to bring them up to speed with the latest thinking, frameworks, tools, and implementation
■ Project, Engineering, Operational, and Maintenance, personnel who are involved in the planning, and execution of purchases and contracts
■ Those wanting to create action within the supply chain to increase value and reduce cost.

LEARNING OBJECTIVES
Upon successful completion, the participant will be able to:
■ Appreciate the place of effective negotiation in securing contracts
■ Understand the role of Procurement and Supply Chain and its contribution to achieving organizational objectives.
■ Understand International Best Practices and their influence on the External Environment.
■ Evaluate internal spending and supply market dynamics to formulate a strategic sourcing plan.
■ Application of different sourcing strategies to leverage savings and ensure supply security.
■ Management of supplier and market-associated risks to protect the interest of the organization.
■ Supplier selection, and integration Management to achieve an optimum balance between material cost price and quality.
■ Develop skills required for effective supplier relationships to achieve enhanced value.
■ Manage performance of procurement processes for continuous improvement.
■ Gather new insights into developing logistics and supply chains to achieve a competitive advantage.
■ An increased understanding of the impact of logistics and supply chain management on costs and financial performance.
■ Appreciation of approaches and frameworks that can be applied to different market segments.
■ Reviews of the latest thinking on supply chain strategy, planning, and execution

METHODOLOGY
■ Instructor-led Class Sessions
■ Presentation Slides & Videos Group Discussions, Exercises and role plays.
■ Simulations exercises
■ Case studies and Problem-Solving Exercises
■ Individual assignments
■ Practical Sessions, Group Discussions, Exercises and role plays

COURSE OVERVIEW

Module 1: Negotiating in different setting. Defining negotiation,
■ Phases of negotiation
■ Collaborative and distributive approaches to negotiation
■ Understanding the supplier organization
■ Contract and Purchasing context for negotiation,
■ Underpinning the negotiation, Porter's five forces framework

Module 2: Preparing for a negotiation
■ Risk assessment, .SWOT,Developing a negation strategy, 
■ The legal framework,
■ Analyzing supplier tender/quotation,
■ Pricing and total costs benchmark,The negotiation process

Module 3: The bargaining position,
■ Stages of the negotiation meeting / resourcing
■ The meeting stage: Conducive environment,
■ Persuasive techniques , Tactics for negotiation,.positions and interests, ethical roles,
■ Finalizing the negotiation
■ Ratifying negotiations,
■ Evaluating negotiations

Module 4: The future, legal implications Effective communication, Importance of effective communication, 
■ Developing questioning skills, questions for developing trust
■ Characteristics of successful negotiators
■ Developing negotiation competencies,
■ Cross-cultural negotiations,
■ Telephone negotiations,
■ E-negotiations

Module 5: Internal negotiations
■ Negotiation mandates,
■ Internal conflicts,
■ Planning for internal negotiation
■ Evaluating personal performance
■ Evaluating outcomes, ·Relational outcomes,
■ The value of reflection
■ Documenting learning outcomes for future uses