Enhance your procurement impact with this strategic negotiation skills workshop. Designed for procurement professionals, the programme focuses on advanced techniques to improve supplier negotiations, contract outcomes, and supply chain value.
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Master the art of strategic negotiation with this two-day workshop designed to elevate procurement professionals’ capabilities. Professional Negotiation Skills for Procurement Professionals equips participants with advanced techniques and practical tools to handle complex supplier and contractor negotiations. Build stronger supplier relationships, achieve better contract outcomes, and drive greater value across the supply chain.
• Importance of preparation.
• Distributive vs. integrative negotiation.
• Ideal outcomes, expected positions, bottom-line and BATNA.
• Mastering the art of influence
• WIIFM principle.
• Product costing: Traditional vs. ABC methods.
• Developing cost estimates and using product costing in negotiations.
• Resisting price increases.
• Negotiating other critical issues.
• Anchoring, triple “Yes,” and the 10 basic rules of negotiation.
• Understanding personalities using the Myers-Briggs Type Indicator and TRACOM Group's Social Style Personality Evaluation.
• 10 ways to overcome impasses in negotiation.
• 10 power closing techniques and effective responses.
• Understanding cultural differences with Hofstede’s Five Dimensions of Cultural Differences tool.
Certified Supply Chain Consultant trained in SCOR methodology (Supply-Chain Council, USA). Contributor to National Occupational Skill Standard for Freight Forwarding (Malaysia’s Ministry of Human Resources). Experienced in designing and setting up 3rd Party Logistics Distribution Centres (trained in Australia).
