Advanced Contract Negotiation and Purchasing Skills

Created by LEC Team
Last updated Fri, 20-Jan-2023
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Neither of these beliefs is true. Organisations large and small waste their energy and profit in this belief. This training seminar could prevent your organisation losing significant sums of money as it firstly establishes a solid understanding of the benefits good purchasing offers and how to create a function capable of delivering those benefits through organisational excellence.

The second fundamental to achieving success is the ability to negotiate, not only with the marketplace but with internal departments e.g., Engineering, Production, Finance, and Safety functions. Unfortunately, such negotiation is often delegated to those least able to deliver an effective outcome. This failure impacts upon the whole organisation resulting in reduced profitability and increased business risk, and an increase in personal stress and operational costs.

The delegates are expected to compare their understanding of their capabilities against the key principles that support effective purchasing and to take away concepts and ideas that will benefit both their business and them personally.

 

Course Objectives of Contract Negotiation and Purchasing Skills

  • Build an efficient and effective purchasing function

  • Communicate more effectively inside and outside of the organisation

  • Understand your personal strengths and weaknesses

  • Understand contract needs and eliminate contractual risks

  • Plan and deliver a successful negotiation and negotiate with different cultures

  • Have confidence in your ability to negotiate at all levels with all organisations

 



Day 1
Where is Purchasing Failing & Introduction to Negotiation
<p><span id="docs-internal-guid-e9aba8f5-7fff-9886-044a-6dd8fde9e119"></span></p><ul style="margin-top:0;margin-bottom:0;padding-inline-start:48px;"><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:14pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">What is Purchasing?</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Why is professional purchasing in decline?</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Is your organisation infected with the virus of purchasing failure?</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Should We Outsource the Process</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Can we be Effective without being Efficient</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">The Importance of Reaching-out to the Internal Customer</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Purchasing Strategy – Where does your money go?</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Introduction to Negotiation</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Styles of Negotiation</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Uncertainty in Negotiation</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:14pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">How the Supplier Evaluates You</span></p></li></ul>

Day 2
Are you a Good Negotiator & Understanding the Offer
<p><span id="docs-internal-guid-22facd6b-7fff-cc88-5b4a-319c9535bf33"></span></p><ul style="margin-top:0;margin-bottom:0;padding-inline-start:48px;"><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:14pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Knowing yourself - What you value, What you don’t</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Who are you? - Myres Briggs Analysis</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">The Mental Traps of Negotiation</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Importance of Social Skills</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Competency or Skill</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Analysis of Personal Competencies</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Competencies of the Negotiator</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">The Importance of Market Research</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Globalization &amp; Supply Chain Risk</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Price / Cost / Value</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Pricing Mechanisms</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Price &amp; Cost Validation</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:14pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Total Cost of Ownership</span></p></li></ul>

Day 3
Contract Needs and Making the Contract Work
<p><span id="docs-internal-guid-23d2b956-7fff-0278-6d5b-cfa4a52e95cd"></span></p><ul style="margin-top:0;margin-bottom:0;padding-inline-start:48px;"><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:14pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Contract Structure</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Supporting Documents</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Terms and Conditions</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Payment Options</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Warranty and Guarantees</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Insurance</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Ownership</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Making the Contract Work</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Legal Needs</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Undue Pressure Duress / Mistake / Misrepresentation</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Frustration / Breach of Contract / Variation / Privity</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Agency</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:14pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Failure to Agree</span></p></li></ul>

Day 4
Finding Reliable Suppliers & Culture in Negotiation
<p><span id="docs-internal-guid-01b05e60-7fff-3366-a1ab-8b60b23db346"></span></p><ul style="margin-top:0;margin-bottom:0;padding-inline-start:48px;"><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:14pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Do We Select the Right Supplier?</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Supplier Evaluation</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Tenders - The Process</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Tenders - Do they deliver what we desire?</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Long Term Supplier Relationships - Good or Bad</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Electronic Commerce Advantages and Dangers</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Ethics – Impact of Bribery and Corruption in business</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Corruption - Personal</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Corruption - Global</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Corruption - What can be done?</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Self-awareness in Negotiation First Know Yourself</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Negotiating with Different Cultures</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:14pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Personal Cultural Comfort Zone</span></p></li></ul>

Day 5
What Makes a Successful Negotiation
<p><span id="docs-internal-guid-8d676739-7fff-75cb-716a-e2ca9809fc89"></span></p><ul style="margin-top:0;margin-bottom:0;padding-inline-start:48px;"><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:14pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Listening and Persuasion</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Asking the Right Questions</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Reading Body Language</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Timing the Negotiation / Venue</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Dealing with Power and Authority</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Telephone Negotiations</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">The Importance of Planning</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Engaging with the Other Side</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Bargaining</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Making Concessions</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Dealing with Tactics and Threats</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Closing the Deal</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Essential Things to Do in Every Negotiation</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:14pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Review - &nbsp;What three things will you take away with you to discuss in your business?</span></p></li></ul>

Day 6
Setting the Strategic Direction
<p><span id="docs-internal-guid-c218ea94-7fff-0180-ad0b-b94d94bf2d5d"></span></p><ul style="margin-top:0;margin-bottom:0;padding-inline-start:48px;"><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:14pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Defining the Supply Management Mission and Vision</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Stages to World Class Supply Management</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Change and Becoming More Strategic</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Supply Management Skill Sets</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Developing the Spend Analysis</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Creating Time to be Strategic</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">The ABC (Pareto) Analysis</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:14pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Material/Services Purchasing Code Development</span></p></li></ul>

Day 7
How Do You Know That you Obtained a Good Price
<p><span id="docs-internal-guid-7aa82b42-7fff-4329-6645-68c447780315"></span></p><ul style="margin-top:0;margin-bottom:0;padding-inline-start:48px;"><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:14pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Supplier Pricing Models</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Defining Cost and Price Analysis</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Difference Between Cost and Price Analysis</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Selection Tool</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Methods of Price Analysis</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Historical Analysis</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Working with Producer Price Indexes</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Developing the Organization’s Purchase Price Index</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:14pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Estimating Cost Relationships</span></p></li></ul>

Day 8
Getting a Better Price by Analyzing Cost
<ul style="margin-top:0;margin-bottom:0;padding-inline-start:48px;"><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Methods of Cost Analysis</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Major Elements of Cost</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">What and How Important Are Supplier Overheads</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Sources of Cost Information</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Developing “Should Costs”</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:0pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Requesting Supplier Cost Info</span></p></li><li dir="ltr" style="list-style-type:disc;font-size:10pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;" aria-level="1"><p dir="ltr" style="line-height:1.2;background-color:#ffffff;margin-top:0pt;margin-bottom:14pt;" role="presentation"><span style="font-size:12pt;font-family:'Open Sans',sans-serif;color:#212529;background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre;white-space:pre-wrap;">Issues In Analyzing Supplier Cost Breakdown</span></p></li></ul><p><span id="docs-internal-guid-51378d42-7fff-7cb3-4cb4-114d08c4166f"><br></span></p>

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