Webinars on

Improving Purchasing Negotiations Skills

How to Analyse Warehouse Operations?

Inventory Management


20th October 2020

10:00am to 5.00pm


21st October 2020

10:00am to 5.00pm


22nd October 2020

10:00am to 5.00pm


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.


Introduction to the Negotiations

Understanding the concept of Kraljic Matrix

Understanding the concept of What Suppliers Think of you? Matrix

How to design a negotiation strategy based on these two matrices?

Understand various styles of Negotiations

How to distinguish between adversarial & partnership negotiations

Understand various ploys used in negotiations

Understand how to plan negotiations

Practice exercises (role plays) on negotiations

Understand how to evaluate negotiations


One of the major challenges in managing a supply chain is that demand can change quickly, but supply takes longer to change. Surges in demand, such as seasonality strain the capacity of a supply chain. The warehouses allow us to respond quickly when demand changes. However, warehouses have, in the past, been constantly referred to as cost centres and rarely adding value. Warehouses are no longer necessary evils that are fundamentally cost centres. Warehouses today can drive competitive differentiation and, by doing so, increase profitable growth. This programme is aimed at analysing the various operations of the warehouse and thereby improving the productivity or profit still further.


Goal of the Training Programme

Warehouses are the point in the supply chain where product pauses, however, briefly and is touched. This consumes both space and time (person-hours), both of which are an expense. Most of the training programmes are conducted to understand the role a warehouse serves in the supply chain and the means by which it reduces these expenses. However, this training programme goes beyond the usual goal. The goal of this training programme is to learn mathematical models to allow participants to reduce space and time requirements or to exchange one for the other.


Impact on the inventory because of the increase/decrease in the number of the warehouses

Break Even Analysis to calculate recovery of the investment in the warehouse

Location economics of the warehouse

How to Calculate Space Requirement for the Receipt and Despatch Areas

How to Calculate Space Number of Pallets in the given space

Learning the types of various costs in the warehouse

Measuring Performance of the Warehouse

Measurement of the Cost of Errors in the Warehouse

Traditional Productivity Measures

Mechanical Handling Equipment (MHE) utilization

New performance metrics in the warehouse

Inventory measures in the warehouse


Suitability of the Training Programme: -

This training programme is suitable for the finance professionals. Owners of the warehouses, Directors, etc. may attend the programmes. Considering the analytical nature of the training, more than experience, participants are expected to have a higher level of grasping power.

All organizations need to maintain inventory in various forms like raw materials, work in progress (WIP) and finished products. However, maintaining inventory at optimum level is a perennial challenge. On the one hand there is risk of stock out and building up of excess inventory on the other. Hence, maintaining inventory at optimum level is essential for business organisation which can lead to additional profits.

Cost Reduction because of this Training or ROI on Training: -

This training is aimed at reduction of Inventory Carrying Cost of raw materials. Cost of the training is just a small fraction of the benefits accrued by implementing TMC for negotiations. This training gives an in-depth understanding of the inventory carrying charges and ordering charges. Intangible benefits of the training would accrue if participants focus their efforts in managing these two costs.

Objectives of the Programme:

v Understand the role of maintaining the inventory and how to release the working capital by holding a lean inventory, Learn How to categorise the material and thereby improve the efficiency of the purchase and stores department

v Be able to take scientific decision on how to much quantity to order when suppliers give various price discounts, How to measure the performance of the purchase function as a whole.


What is Inventory and how it impacts our business?

Challenges in managing the inventory

How to calculate Ordering Cost and Inventory Carrying Cost

What is ABC (Class of materials) analysis and how to use it?

How to improve productivity through ABC analysis?

What is EOQ, why it is relevant even today and how to calculate EOQ for various price bands

How to calculate Total Material Cost and its use for negotiations

How to Determine various stock levels (safety stock, minimum stock, maximum stock and reorder point)

KPIs (Key Performance Indicators) for managing the inventory


Eligibility Conditions to Attend the Workshop: -

This training involves good amount of numerical exercises. Therefore participants, whether engineers or otherwise, need to have strong numerical or calculation abilities. Slowness of the few reduces the speed of the discussion, hence this requirement.

Indigenous concept by the faculty: -

Participants will learn how to calculate Total Material Cost (TMC). By mapping TMC, participants will learn how to decide the negotiation point.

Courses time structure:

Session  (10:00am to 5.00pm) 45 mins 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

Fee Structure :-

Per participant for any one session

Rs. 7000/-

USD $ 120

Per participant for any two sessions

Rs. 14000/-

USD $ 240

Per participant for all three sessions

Rs. 21000/-

USD $ 360

18% GST is applicable

Please write to gcmseminars@yahoo.com 

> Call Mr. Rajeev Gupta- 9711114779 / 8929596899

For Whatsapp Query 09540012349

Mode of Payment: NEFT /Paytm / Credit Card

Cheque favouring GCM Worldwide payable at New Delhi.

Fees include certificate of participation & Course Material.

GCM Worldwide

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