By December 29, 2011 0 Comments

Negotiation Strategies For Better Purchasing Value – YOGYAKARTA

Negotiation Strategies For Better Purchasing Value – YOGYAKARTA
Hotel Safir, Yogyakarta | 13-16 Maret 2012  | IDR 4.500.000,-
Hotel Safir, Yogyakarta | 2-5 Mei  2012 | IDR 4.500.000,-

PROGRAM OBJECTIVES

  1. Develop effective negotiation strategies to meet the purchasing needs of the organization.
  2. Implement those strategies to maximize purchasing value.
  3. Discover the appropriate negotiation style for each situation.
  4. Handle and deal with complex negotiation situations.
  5. Understand supplier strong points and buyer strong points.

PROGRAM OUTLINE
Preparation Strategies:

  1. Developing Buyer Needs and Requirements
  2. Forming the Purchasing Negotiation Team
  3. Understanding the Buyer/Supplier Position
  4. Supplier and Market Analysis
  5. Reducing the Supplier Portfolio to the Critical Few Elements
  6. Forming a Pre-Negotiation Checklist

Implementing the Strategy

  1. How to Make the Purchasing Plan Operational
  2. When to Negotiate?
  3. Where to Negotiate?
  4. Understanding Supplier Expectations

Developing a Negotiating Style

  1. Attributes of a Good Negotiator
  2. How a Buyer Can Develop Those Attributes
  3. Types of Questioning Styles
  4. Expressing Your Purchasing Needs Effectively
  5. Active Listening Techniques

Positions of Strength

  1. Supplier Strong Points
  2. Buyer Strong Points
  3. Being Aware of Supplier Hidden Tactics

Dealing with Complex Negotiations

  1. Single Source Supplier
  2. Win/Win Meets Win/Lose
  3. Backdoor Buying
  4. Raging Emotions
  5. Friends as Suppliers

Preparing and Conducting Individual and Team Negotiations
Practical Role Plays

PESERTA

Buyers, senior buyers, purchasing managers, other material management personnel and all other company personnel who are involved in the buying process.

METHOD

Lecturing, workshop, interactive consultation, case study, and presentation

INSTRUKTUR

Ir. Elisa Kusrini, MT

WAKTU dan TEMPAT

  •  13-16 Maret 2012
  • 2-5 Mei  2012
  • Hotel Safir, Yogyakarta

INVESTASI

  • IDR 4.500.000 – (non residential )
  • (termasuk picking-up service dari Bandara/Stasiun KA ke hotel, training modul, training kit, 2x coffee break, 1x lunch, souvenir, dan sertifikat)

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