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(41) HOW TO NEGOTIATE WITHVENDORS & SUPPLIERS
KUALA LUMPUR l 11-12 December 2008 Learn the WHAT, WHY, WHEN, WHICH, HOW and WHO on Negotiation with Suppliers and Vendors! Those who wish to horn their negotiation skills and techniques will find this program very useful and practical to enhance their careers. Participants will learn to prepare for negotiation and implement an appropriate effective negotiation strategy. The role play will provide a practical session for participants to put into practice what they have learnt about purchasing negotiation in the life atmosphere. KEY BENEFITS OF YOUR ATTENDING
WHO SHOULD ATTEND
COURSE OUTLINE Defining Negotiating Goals, Stages and Effects □ What is negotiation? □ Strategic negotiating issues □ Who are the suppliers and vendors □ Negotiating framework □ Review the 6 rights in purchasing practice □ Understanding the types of price when negotiating
Understanding the Other Party, Negotiating for Mutual Gains □ Negotiating objectives □ Identify the importance of each objective □ Barriers in negotiation □ Needs vs wants □ Facts vs assumptions □ Work examples □ Exercises
Negotiation Skills, Rules, Tactics and Strategies □ The negotiators’ personality, positional or as principle negotiator □ Separate people from the problem and focus on agenda □ Types of tactics and strategies apply □ Effective negotiation approach
Communicating Styles and Practices □ Using behaviour technique □ Using power technique □ Using situational approach □ Using ploy to play game □ Psychological approach
Planning and Preparing for the Negotiation □ Six Step Process □ Using Questioning Technique □ Use of Body Language □ Listening technique to uncover hidden meaning and agenda
How to Handle Constraints, Objectives, Urgency Control and Handling Conflicts □ The mapping process □ The complexity of the negotiation process □ What are the constraints, objectives and conflicts and how to handle them □ What are the key supplier’s style? □ Recognise your opponent style
How to Negotiate Terms and Conditions of Contract □ Reasons for having conditions of contract □ Basic ingredient of a contract □ Conflicting terms □ Warranties and Force Majeures □ Price Negotiation and Purchase Agreement
Negotiator’s Role – Purchaser as Chief Negotiator □ Negotiation team □ The team leader □ Initiate and develop a proposed plan
Negotiation Analysis □ Determine and assess the situation □ Review the deadlocks □ Prepare for alternatives or concessions □ Follow up
Summary
COURSE TIMINGS 8.30am - Registration (Day One) 9.00am - Program Starts 10.30am - Coffee Break (15 minutes) 12.30 - 1.30pm - Lunch (provided)
3.00pm
- 4.30pm - Program Ends
YOUR EXPERT COURSE LEADER
Allan Ang is a senior trainer and consultant specializing in Purchasing, Warehousing, Inventory Management, Logistics & Operation Management and Supply Chain
Management.
He has more than 25 years of working experience in manufacturing, store, logistics, supply chain and material management with several multi-national companies. He conducts regular workshops and in-house programs relating to Production and Inventory Control, Store, Warehousing, Supply Chain Management for companies in Singapore, Malaysia, Indonesia, Thailand and China. He is also a seasoned resource speaker at regional conference and international meetings.
Allan has been involved with international purchasing, multi million dollar negotiations, contracts, cost reduction exercises, inventory planning and controlling, warehousing and distribution functions.
Organizations which have benefited from Allan’s training expertise include Jusco Jaya Sdn Bhd, Singapore Manufacturer’s Federation, Maruwa Sdn Bhd, Matsushita Electric Asia Pte Ltd, PT Total Mega Inovatif Progress, Purchasing & Supply Chain Management Association of
Thailand, Mac
Works Sdn Bhd and First Silicon Sdn Bhd.
Allan currently serves as President for the Institute of Industrial Engineers Singapore and the Institute of Engineering Technologists. He is also a fellow of the Institute of Logistics and
Transportation (UK).
COURSE FEES RM1,595 per person
TEAM DISCOUNT (For organisations sending 3 or more participants) RM1,395 per person
REGISTRATION DEADLINE 5 December 2008. |
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1 North Bridge Road #18-06, Singapore 179094, Singapore 52-1, 1st Floor, Jalan Presiden F U1/F, Accentra Business
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