4.00
(2 Ratings)

Negotiation for Purchasing Professionals

Categories: Supply chain
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About Course

Negotiation in the Purchasing Process

Supply chain negotiation can be simple or complex

Negotiation in the purchasing process covers the period from when the first communication is made between the purchasing buyer and the supplier through to the final signing of the contract. Negotiation can be as simple as trying to obtain a discount on a case of safety gloves through to the complexities of major capital purchases.

A purchasing professional must aim to be successful in their negotiations with suppliers to obtain the best price with the best conditions for every item that is purchased.

Negotiation Objectives

Purchasing staff should enter all negotiations with clearly defined objectives. Without having objectives the possibility for the purchasing professional to concede on price, quality or service is significantly raised. The negotiator should enter into discussions with the vendor with precise objectives that they wish to achieve for their company.

The objective should not be absolute and should allow for some flexibility. However, the negotiator should also ensure that they do not deviate from the objectives and allow themselves to negotiate on areas that were not part of the discussion. For example, a negotiator may have worked with the vendor on their objectives on price and service, but not quality. When the vendor starts to discuss quality, the negotiator should refrain from any agreement where they are without a set objective.

Negotiation is an important part of the role of the purchasing professional. It is a skill that is learned, and training can help purchasing staff in understanding what is needed when negotiating with vendors.

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What Will You Learn?

  • Over-view of negotiation process
  • understanding techniques and benefits

Course Content

Session 1 What is negotiation?

  • Claiming or creating value
    17:18

Session 2 ZOMA – Zone Of Mutual Agreement

Session 3 What to do & How To Do?

Session 4 Step by step process

Session 5 Value creation

Session 6 Various tools

Session 7 Should cost model

Session 8 Time factor

Session 9 Negotiation games

Session 10 Concession’s Strategy

Student Ratings & Reviews

4.0
Total 2 Ratings
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4
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JR
3 months ago
I personally liked all the sessions in which I have enrolled in all seem to be very informative sessions. Would like to enroll in more programs in the future. Thank you
LN
3 months ago
Trainer has explained the program in a very attractive way , overall sessions are good
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