Negotiation in Procurement and Supply – Advanced Level: 马来西亚的首选 Growthvue Management & Consultancy (M) Sdn Bhd

详情

The intent of this module is to provide participants with the information and knowledge needed for an understanding of issues pertaining to the negotiation and preparation and management of contracts. Buyers should also understand the impact of their action on contract issues on the organisation. It is useful for those in shipping, logistics, procurement and covers the following:

Main approaches in the negotiation of commercial agreements

Negotiation in relation to the stages of the sourcing process
Win-win integrative approaches to negotiations
Win-lose distributive approaches to negotiation
Setting targets and creating a best alternative to a negotiated agreement (BATNA)

Preparation for negotiations with external organisations

Setting objectives and defining the variables for a commercial negotiation
The bargaining mix and defining the latitude (Max – Target – Fallback) for each of the variables in the bargaining mix
Positions and interests
Openings and presenting issues

Conducting, evaluating and improving commercial negotiation

Defining the stages of a negotiation such as preparation, opening, testing, proposing, bargaining, agreement and closure
The use of persuasion methods
The use of tactics to influence the other party
Reflecting on performance
Opportunities for improvement and development

Legal issues in the formation of the contract

Preparation of contracts in respect to the laws
Major issues in relation to major laws
Contractual conditions and their impact
Steps leading to the formation of contracts
Formation of contracts

Contract pricing and contract management

Pricing methods and their applications
Combination of Pricing in contracts
Contract Management