NEGOTIATION TECHNIQUES SKILLS FOR PROCUREMENT ( 2 Days )

Explore Training Details Below

Silabus

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:

  1. Melakukan perencanaan & strategi  negosiasi
  2. Memahami standar etika bernegosiasi
  3. Memahami metode melakukan analisa penawaran berdasarkan hasil sourcing serta terms & conditions yang diperoleh
  4. Mengevaluasi kekuatan & kelemahan Supplier
  5. 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

Tanggal Training

Kamis - Jum'at , 29 Agustus 2019 - 30 Agustus 2019

Investasi

Rp.4,000,000

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