Executive Negotiation In Contract, Procurement & Supply Chain Management
Details
Program Overview
Negotiation especially in business is often described as both a science and art, essential to good practice yet a skill that requires honing over time in order to perfect it. In business, it is a core competence for effective Supply Chain management.
Tracy (1995) defines negotiation as “a motivated process of information exchange between or among individuals, groups, organizations etc. with the aim or goal of reaching agreement about certain objectives, issues, points or reciprocal acts” Commercial negotiation
is the process where parties come together to confer in a situation where there is some conflicting interest between them with an aim of coming up with a jointly acceptable agreement.
Learning Objectives
At the end of the course, participants will learn:
■ Appreciate the place of effective negotiation in securing contracts
■ Understand the role of Procurement and Supply Chain and its contribution to achieving organizational objectives.
■ Apply different sourcing strategies to leverage savings and ensure supply security.
■ Manage supplier and market-associated risks to protect the interest of the organization.
■ Apply 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.
Apply negotiation theories to achieve effective outcomes to the negotiation process;
■ Set objectives for negotiation;
■ Prepare and plan for effective negotiations
For Who?
ü Senior Supply Chain Managers and Executives looking at thought leadership of their own supply chain as well as other delegates’ experience and methods
ü Junior Supply Chain Executives, helping to bring them up to speed with the latest thinking, frameworks, tools, and implementation
ü Project, Engineering, Operational, and Maintenance, personnel who are involved in the planning, and execution of purchases and contracts
ü Purchasing and contract management professionals
ü Those wanting to create action within the supply chain to increase value and reduce cost
Outline
Methodology
This course uses a variety of interactive training methods such as role-playing, videos, team exercises, individual exercises, case studies, group discussions and questionnaires.
Course Outlines
Defining Negotiation and its different settings.
o Phases of negotiation ·Collaborative and distributive approaches to negotiation
o Understanding the supplier organization
o Contract and Purchasing context for negotiation
o Underpinning the negotiation, Porter's five forces framework
Preparing for a negotiation
o Risk assessment. SWOT
o Developing a negation strategy
o The legal framework
o Analyzing supplier tender/quotation
o Pricing and total costs benchmark
o The negotiation processes
The bargaining position
o Stages of the negotiation meeting/resourcing
o The meeting stages
o Conducive environment
o Persuasive techniques, Tactics for negotiation
o Positions and interests, ethical roles
o Finalizing the negotiation
o Ratifying negotiations
o Evaluating negotiations
The future, legal implications
o Effective communication
o Importance of effective communication
o Developing questioning skills, questions for developing trust
o Characteristics of successful negotiators
o Developing negotiation competencies
o Cross-cultural negotiations
o Telephone negotiations
o E-negotiations
Internal negotiations
o Negotiation mandates, ·Internal conflicts
o Planning for internal negotiation
o Evaluating personal performance
o Evaluating outcomes, ·Relational outcomes
o The value of reflection
o Documenting learning outcomes for future uses
Speaker/s
In addition. we have seasoned and internationally certified consultants and trainers as part of our Global Faculty members who are available to deliver bespoke learning experiences for our Clients.
Special Offer
- 2+1 OFFER: For Companies nominating more than two persons, we have a 2+1 offer and it's available in multiple for up to 6 persons offer where you nominate three persons and pay only the course fee for two persons only and so on.
- Group Discounts for persons more than 7 -15 persons are also available at 5%.
- Groups of 16 and above people attract a 10% discount.
- Only one discount category applies per term.
Schedules
| Thu, Fri, Sat | 10:00 AM — 04:00 PM |
| Thu, Fri, Sat | 10:00 AM — 04:00 PM |
| Thu, Fri, Sat | 10:00 AM — 04:00 PM |
| Thu, Fri, Sat | 10:00 AM — 04:00 PM |
| Thu, Fri, Sat | 10:00 AM — 04:00 PM |
| No. of Days: | 3 |
About Us
McTimothy Associates Consulting LLC is a Professional Management consulting, Human Capital Management, and Business Training company, incorporated in Nigeria with the Corporate Affairs Commission (CAC). Our Corporate office is centrally located at Gbagada Estate Phase 2 Estate, connecting easily to both Lagos Island and Lagos Mainland. We are enabling business greatness in Africa through cutting-edge modern management practices of Business transformation, Strategy, Change management and Innovation, Leadership, Restructuring and Turnaround management, and Training solutions.
Our Philosophy is an enduring commitment to enabling businesses and the professional greatness of our clients every day. Both organizations and individual employees who have attended our indoor and outdoor management development training programs have benefited tremendously in a number of ways. We also maintain relevant accreditations/partnerships with:
- Institute of Management Consultants (IMC).
- Institute of Professional Recruitment Consultants (IPRC), Nigeria
- Association of Professional Recruitment Consultant (APRC) UK
- Nigeria Institute of Training and Development (NITAD),
- Centre for Management Development (CMD), ...
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