Commercial Negotiation In Procurement 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
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