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
Contract Negotiation and Purchasing Skills Course Outlines
What is Purchasing?
Why is professional purchasing in decline?
Is your organisation infected with the virus of purchasing failure?
Should We Outsource the Process
Can we be Effective without being Efficient
The Importance of Reaching-out to the Internal Customer
Purchasing Strategy – Where does your money go?
Introduction to Negotiation
Styles of Negotiation
Uncertainty in Negotiation
How the Supplier Evaluates You
Knowing yourself - What you value, What you don’t
Who are you? - Myres Briggs Analysis
The Mental Traps of Negotiation
Importance of Social Skills
Competency or Skill
Analysis of Personal Competencies
Competencies of the Negotiator
The Importance of Market Research
Globalization & Supply Chain Risk
Price / Cost / Value
Pricing Mechanisms
Price & Cost Validation
Total Cost of Ownership
Contract Structure
Supporting Documents
Terms and Conditions
Payment Options
Warranty and Guarantees
Insurance
Ownership
Making the Contract Work
Legal Needs
Undue Pressure Duress / Mistake / Misrepresentation
Frustration / Breach of Contract / Variation / Privity
Agency
Failure to Agree
Do We Select the Right Supplier?
Supplier Evaluation
Tenders - The Process
Tenders - Do they deliver what we desire?
Long Term Supplier Relationships - Good or Bad
Electronic Commerce Advantages and Dangers
Ethics – Impact of Bribery and Corruption in business
Corruption - Personal
Corruption - Global
Corruption - What can be done?
Self-awareness in Negotiation First Know Yourself
Negotiating with Different Cultures
Personal Cultural Comfort Zone
Listening and Persuasion
Asking the Right Questions
Reading Body Language
Timing the Negotiation / Venue
Dealing with Power and Authority
Telephone Negotiations
The Importance of Planning
Engaging with the Other Side
Bargaining
Making Concessions
Dealing with Tactics and Threats
Closing the Deal
Essential Things to Do in Every Negotiation
Review - What three things will you take away with you to discuss in your business?
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