Commercial Negotiation In Procurement And Supply

Learn how to negotiate and win in purchasing and supply

What you'll learn

How to analyze approaches to the negotiation of agreements made with external parties

How to prepare for commercial negotiations

What techniques are available to ensure successful outcomes in negotiations

How to formulate a negotiation strategy

Requirements

Curiosity, Willingness to learn and ask questions when you feel stuck

Description

Here is a quick oneThe creation of formalised agreements is a critical part of the success of any organisation.Which means anytime you are involved in buying and selling, basically procurement activities, you have to be good at negotiating otherwise you will fail and let your organization down!This negotiation in procurement course will enable you to:Analyze approaches to the negotiation of agreements made with external parties,Learn how to prepare for themand What techniques are available to ensure successful outcomes.In fact, you will have a series of downloadable materials and workbook that will help you come up with your own negotiation strategies as you go along with the lessonsPractice exercises are also going to be part of the lessons so that you can test what you have learnt in each moduleSO, WHAT EXACTLY ARE YOU GOING TO LEARN HERE?For starters you will be able to Understand key approaches in the negotiation of commercial agreements with external organisationsAnd this will mean being able to;Analyse the application of commercial negotiations in the work of procurement and supplyDifferentiate between the types of approaches that can be pursued in commercial negotiationsExplain how the balance of power in commercial negotiations can affect outcomesThe second thing is to Know how to prepare for negotiations with external organisationsAnd that means being in a position to;Analyse criteria that can be used in a commercial negotiationAs well as Identify the resources required for a negotiationSo now that you know the approaches that can be used in negotiations and how to prepare for negotiations, you will the go ahead and learn how commercial negotiations should be undertakenThis is important because most people just end up confusing bargaining, which is just giving terms upon which you will settle, with negotiations.Bargaining is just a step or a stage in negotiationsin this case you will learn about the stage in negotiations and what is expected of you in each stageLook there are a lot to learn here and you have downloadable workbook and other resource like practice exercises to guide you alongSo, let’s get started!

Overview

Section 1: What to expect

Lecture 1 Welcome to Commercial Negotiations

Section 2: Applying commercial negotiation to procurement and supply

Lecture 2 What is negotiation

Lecture 3 Alternatives to negotiation

Lecture 4 Strategic and tactical negotiation

Lecture 5 Negotiation in relation to the procurement and supply cycle

Lecture 6 Negotiating in the sourcing process

Lecture 7 Decision as to negotiate or to use competitive bidding

Lecture 8 Do you need post-tender negotiation (ptn)?

Lecture 9 Negotiating in conflict resolution

Lecture 10 Negotiating in team and stakeholder management

Lecture 11 Stakeholder management in negotiations

Lecture 12 STAKEHOLDERS MAPPING: Prioritizing the stakeholders and their needs

Section 3: The types of approaches that can be pursued in commercial negotiations

Lecture 13 Understanding objectives and outcomes in negotiation

Lecture 14 Conflict management style

Lecture 15 Collaborative/integrative (win-win) approach to negotiation

Lecture 16 Distributive win-lose approaches to negotiations

Lecture 17 Pragmatic and principled styles of negotiation

Lecture 18 Setting targets and creating a best alternative to a negotiated agreement (BATNA

Lecture 19 BATNA: Best alternative to a negotiated agreement

Section 4: How the BALANCE OF POWER in commercial negotiations can affect outcomes

Lecture 20 Introduction and modules overview

Lecture 21 What is power?

Lecture 22 Importance of power and getting a win with it

Lecture 23 Power in buyer-supplier relationships

Lecture 24 Sources of power and leverage

Lecture 25 DOWNLOAD: Negotiation power cheat sheet

Lecture 26 Organizational power in negotiation context

Lecture 27 LEVEL 1: Macro environment – PESTEL/STEEPLE analysis

Lecture 28 LEVEL 2: Micro environment (industry structure) PORTER’S FIVE FORCES ANALYSIS

Lecture 29 LEVEL 3: ONE-ON-ONE BUYER SUPPLIER/DYNAMICS

Lecture 30 Factors that will make a supplier keen to do business with a buyer

Lecture 31 DOWNLOAD your work plan for this section

Section 5: Before you continue

Lecture 32 Just a Quick one

Section 6: Analyse criteria that can be used in a commercial negotiation

Lecture 33 5 Questions to prepare you for negotiations

Lecture 34 Defining the issues for negotiation

Lecture 35 Defining the currencies for negotiation

Lecture 36 The bargaining mix

Lecture 37 Effective objectives for negotiations

Lecture 38 Negotiation ranges positions & Interests

Lecture 39 Opening and presenting issues

Lecture 40 DOWNLOAD your work plan for this section

Section 7: Identifying the resources required for a negotiation

Lecture 41 Resources needed to support negotiation

Lecture 42 The choice of location in negotiation

Lecture 43 Involving appropriate colleagues

Lecture 44 Virtual meeting options

Lecture 45 DOWNLOAD your work plan for this section

Section 8: Identify the stages of a commercial negotiation

Lecture 46 Overview and negotiation stages

Lecture 47 Planning and preparation

Lecture 48 DOWNLOAD: Negotiation preparation and planning checklist

Lecture 49 Opening

Lecture 50 DOWNLOAD: Practical opening scenarios in Negotiations

Lecture 51 Testing and proposing

Lecture 52 DOWNLOAD: Top 10 assumptions made in purchasing and supplies negotiation

Lecture 53 Bargaining

Lecture 54 Agreement and closure

Anyone interest in learning how to negotiate,Procurement students,CIPS students,Contract managers,Mba students,Procurement and purchasing executives