Effective Suppliers Negotiation Strategies
20th - 21st Jan 2010,The Legend Hotel,Kuala Lumpur
14th - 15th Jun 2010,The Summit Hotel,Subang Jaya
Dear Friend,
Negotiations weight heavily in the purchasing process. You as a purchaser would need to carry out this activity diligently to get the best deal for your organization. Your ability to negotiate effectively is so fundamental, that without it, an effective purchasing and supply management service cannot be provided.
As a purchaser, you should undertake or lead any negotiation with supplier required by your organization. Where someone else is to undertake a negotiation, it is your responsibility to ensure that they are properly trained and prepared for the experience, where as huge reputational risk is at stake when an untrained individual undertakes a complex commercial negotiation.
Negotiation normally is part of most procurement exercises especially those which are of high value, high risk or are complex. In some cases, negotiation with approved suppliers is preferable to inviting bids such as when the requirement is difficult to specify. With these significant indications, in order to be a successful purchasing and supply management personnel, you would need to be a good negotiator, and this workshop might be able to assist you.
What is this workshop all about?
This workshop is designed to enable you to understand the role of negotiation within the purchasing cycle and have a framework for the negotiation process. You will become aware of the behaviors needed to be successful and will have started to develop your negotiation skills. You will learn practical techniques and strategies that you could put in place immediately, and a personal action plan for developing your skills.
The 7 Important Lessons you will learn during this 2 day workshop
Lesson 1: Understanding negotiations within purchasing
- Relationships to be managed in business
- Criteria to be a good negotiator
- Discover different negotiations styles
- Understand the negotiations process
Lesson 2: Preparation and planning
- Know what you want (understand your needs, setting your priorities, identify your boundaries)
- Information gathering
- Identify appropriate strategies for different suppliers
- Develop concession strategies
- Develop walk away strategies
Lesson 3: Optimum price, quality and service
- Verbal & non verbal communication
- 6 questions to ask after receiving a price quote
- The "art" of telling supplier what you want
- Increasing your buying power
- When to make concessions
- Creating common ground
Lesson 4: Understanding different negotiations techniques
- Methods of persuasion
- Countering power in negotiation
- Using creativity in negotiation
- Negotiations on the telephone
- Do and don't in negotiation
Lesson 5: Sustaining supplier commitment
- Techniques in keeping your supplier deliver as promised
- Develop opportunities
- When to renegotiate
Lesson 6: Negotiation Role Play
- A detailed exercise based upon a real situation, covering all key areas from pricing to delivery and payment.
- Analysis and assessment of performance
Lesson 7: Improvement plan
- Review the negotiation process
- Individual profiles
- Guideline for improvement
Why you should attend this workshop?
You will learn the 5 essentials skills to maximize your organization edge.
You will learn how to:
- Prepare and strategize yourself before any negotiation take place
- Apply various techniques to get the price, quality and service you want
- Uphold your supplier to deliver what as promise
- Develop the behavioral traits needed to be successful in any negotiation situation
- Continuously improve your negotiations skills after you walk out from the workshop
Course Leader
Mr Thanabalan has extensive experience in the field of operations performance improvement particularly in various manufacturing and services industries. He is not only an excellent and resourceful trainer; he is also skilled in management and leadership of organizations. He graduated with a Honours degree in Management and Biochemistry from University of Science Malaysia in 1987. He also has an MBA from University Kebangsaan Malaysia, majoring in General Management.
Mr. Thanabalan has been in training and consultancy industry since 1996. He also lectures in University of Malaya and University of Technology Malaysia on a part-time basis as a visiting lecturer. To date he has conducted many public and in-house trainings in many business areas for government organizations and private sector.
Participants receive enhance benefits and impactful results from his training programs because of his vast industrial exposure in various areas. He empowers people to increase their limits, level of commitment, higher level of performance of the individual, team and the organization in achieving organizational goals.
What others have said after they have attended Thanabalan workshop
“Benefit to apply in working environment”
Khairul Rozee b. Mohamad, Panasonic AVC Networks KL Malaysia Sdn Bhd
“Learn new ideas that could help to improve myself”
Edwin Charles Balakrishnan, Performance Additive
“Overall is interesting as the instructor showing a lot of time events based on his experience”
Noor Azam Din, Proton Holdings Tanjung Malim Sdn Bhd
“Informative sessions by having examples discussed and shared during the sessions”
Richi Lim, Assembly Services Sdn Bhd
“Mr. Thanabalan has vast experience and able to share his experience and knowledge with everyone”
Chong Kem Fatt, Onkyo Asia Electronics Sdn Bhd
Who Should Attend
Purchasing / Procurement Manager, Executives, Buyer, Team-leaders, Supervisors and any personnel who would be dealing with supplier and wish to improve their productivity and personal effectiveness on the job.
Workshop Size
Registration is strictly to the first 25 people. This cannot be altered. If the past is any indication of the future, spaces fill up very quickly. If you are interested in attending, call us now or download the registration form here and fax it back to us at ++6 03 40235716.
HRDF Claimable
This workshop is claimable under the HRDF SBL Scheme. Checks with your department to make sure you are eligible.
Tax Deductibility
In all likelihood this seminar is tax deductible. Check with your accountant to be sure.
Workshop Investment $$
RM 1190.00 per delegates. This includes all workshop materials. Lunch will be provided.
Early Bird Offer!!
If you register yourself EARLY, you will enjoy a discount of 5%. For more information, please refer to the registration form here.
Group Discount!!!
If you register in group of 3 persons or more, you will enjoy additional 5% discount, and if your group are 5 persons or more, you will get a much greater discount of 7%, and 10% discount shall be entitled for group of 8 persons or more. So get your friend or colleagues to register with you!
100% Satisfaction Guaranteed
We understand that some of you don't know us. That is why we make this workshop a 100% satisfaction guaranteed. If for any reason whatsoever you don't feel like you have received more than your money worth by lunch break, simply hand in your materials for a complete 100% refund. No weasel clauses, no hassles, no questions asked. We won't lie, as rarely we have to make refund to our participants; however it is our integrity which makes our business successful.
If you like what you have gone through so far, you may register yourself by downloading the full brochure here, and fax the registration form back to us at ++6 03 40235716. And if you happen to have some friends or colleagues who are looking for ways to improve supplier negotiations skills, please forward this link to them.
Yours Sincerely,
SCMWorkshop.com
Tel: ++6 03 40216000
Fax: ++6 03 40235716
Email: scmw@scmworkshop.com
