Improving Purchasing Negotiation Skills
25th May 2021
10:30 am to 5.30 pm
Negotiation is a two-way communication wherein the dealing parties always have some issues on which the settlement is sought. All such issues provide the subject matter for the negotiation. It should also be noted that negotiation is possible only for those issues which are subject to settlement under various alternative sources. There cannot be any negotiation for an issue which has the one and the only solution.
On completion of this training course, participants will be able to:
a) Distinguish between adversarial and partnership negotiation approaches
b) Importance of Kraljic Matrix and its usefulness for negotiations
c) Importance of “What Suppliers Think of you?” Matrix and its usefulness for negotiations
d) Learn how to make negotiations strategy based on the above two matrices
e) Recognise some negotiating skills and ploys
f) Learn how to use RFQ as a time-saving tool of negotiations
g) Learn how to use “Negotiations Planning Sheet” for negotiations
h) Learn how to evaluate the negotiations with the suppliers
Indigenous concepts by the faculty: -
Faculty has used past participants for research purposes. Based on this research, faculty has developed the following forms indigenously:
a) Request For Proposal (RFP) (this is a very exhaustive document and when this document is used, nothing will go wrong while ordering the material)
b) Procurement Negotiations Strategy (the most valuable document)
c) Pre-negotiation Costing Sheet
d) Pre-negotiation Planning Sheet
e) Post-negotiation Evaluation Sheet
f) Negotiations Record Sheet
All these documents are developed indigenously. Participants will not get these in any book or website.
ü Introduction to the Negotiations
ü Understanding the concept of Kraljic Matrix
ü Understanding the concept of “What Suppliers Think of you?” Matrix
ü How to design a negotiation strategy based on these two matrices?
ü Understand various styles of Negotiations
ü How to distinguish between adversarial & partnership negotiations
ü Understand various ploys used in negotiations
ü Understand how to plan negotiations
ü Practice exercises (role plays) on negotiations
ü Understand how to evaluate negotiations
Course’s time structure:
Session – (11:00am to 5.30pm) 30mins Break Included
You should have good internet connection and good quality headphone/speaker set with Laptop / Desktop.
You should have notepad/pen to note down important points.
How To Register
18% GST is applicable
> Mode of Payment: NEFT /Paytm / Credit Card
> Fees include certificate of participation & Course Material.
*Terms & Conditions apply
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