Durasi : 08.30 - 16.30 WIB
PENGANTAR
Kemampuan Negosiasi merupakan hal penting yang harus dikuasai oleh team Procurement, team Support yang mendukung proses Procurement, maupun Procurement Committee, karena keterbatasan skill saat melakukan negosiasi dengan Vendor/Supplier/Kontraktor, dapat membuat proses negosiasi berjalan tidak seimbang.
Oleh karena itu sangatlah penting membekali para Professional Procurement dengan metode & strategi negosiasi, sehingga perusahaan akan memperoleh produk & jasa yang diperlukan dari Supplier terpilih dengan kondisi the best bid with; best prices, best quality, serta best terms & conditions.
TUJUAN PELATIHAN
Dalam training ini peserta akan mempelajari Negosiasi Procurement secara menyeluruh di mana dalam setiap sesi pembahasan disertai discussion sharing & case study berdasarkan aplikasi konsep & best practices terkini, sehingga pasca pelatihan peserta diharapkan memiliki knowledge & applied skills yang dapat diterapkan dalam keseharian tugas/pekerjaan.
MANFAAT PELATIHAN
Setelah mengikuti training ini, peserta diharapkan akan memiliki kemampuan untuk:
- Melakukan perencanaan & strategi negosiasi
- Memahami standar etika bernegosiasi
- Memahami metode melakukan analisa penawaran berdasarkan hasil sourcing serta terms & conditions yang diperoleh
- Mengevaluasi kekuatan & kelemahan Supplier
- Melakukan negosiasi dengan Supplier tanpa terpengaruh bias penampilan & strategi mereka.
SILABUS PELATIHAN
Hari Pertama
1. Negotiation Strategy
- Principles of procurement negotiation
- The sourcing strategy mapping
- The Supply Positioning Models mapping
- Apple to apple grading
- Distributive vs. Integrative positions
- Buying phase situation
- Buying risk assessment
- Paper work case study
2. Negotiation Style
- Integrity principles
- Code of conduct in practices
- Body language
- Charracter assessment
- Cross cultures negotiation
- The art of interviews
- Negotiation timing
- Paper work case study
3. Smart Buying
- Order requisition reviews
- Pre-sourcing strategy
- Sourcing benchmark
- Inventory based order
- Partnership purchase
- The games theory
- Weighted score analysis
- Paper work case study
4. Negotiation Tool Kits
- Testing & measurement equipment
- Trial Periods (running test)
- Trade checking & profile checking
- Video profile
- Product sample
- Self declaration
- Expert assessment services
- Paper work case study
Hari Kedua
5. Offering Methods in Negotiation
- Market prices analysis
- Prices list refference
- Levelling prices
- Lump sum order
- Breakdown cost order
- Cost plus fee
- Investment methods: total cost ownership & total value ownership
- Paper work case study
6. Negotiation Terms & Conditions
- Terms & conditions based on: repeat order, project, & emergency
- Regulatory terms & conditions
- Scope of terms & conditions in product purhase
- Scope of terms & conditions in services purchase
- Negotiation check-list
- Developing negotiation check-list
- Critical points in contract negotiation
- Paper work case study
7. Simulation of Procurement Negotiation With The Real Vendors
- Role play definitions for each negotiator groups
- Presentation from real vendors: office supplies, printing & merchandise, pest control, manpower outsourcing, system developer, & event organizer.
- Pactising negotiation strategy
- Practising code of conduct & negotiation styles
- Practising negotiation tool kits
- Practising offering methods negotiation
- Practising negotiation check-list
- Feed back from vendors & facilitator
- Conclusion & reviews
8. Review of Simulation Results& Negotiation in Difficult Situations
- Facing irreguler terms
- Facing un-common vendor
- Facing powerfull vendor
- Psychological psy war
- External vs. internal handicap
- Changing order & plan
- Dispute handling
- Paper work case study
Trainer : Spectracentre Trainer Team