Negotiation in Procurement and Supply 每 Advanced Level
Negotiation in Procurement and Supply 每 Advanced Level Procurement & Supply Short Courses Procurement Consultancy Johor Bahru (JB), Malaysia Talent Management Training, HR Management  | Growthvue Management & Consultancy (M) Sdn Bhd
The intent of this module is to provide participants with the information and knowledge needed for an understanding of issues pertaining to the negotiation and preparation and management of contracts. Buyers should also understand the impact of their action on contract issues on the organisation. It is useful for those in shipping, logistics, procurement and covers the following:

Main approaches in the negotiation of commercial agreements
  • Negotiation in relation to the stages of the sourcing process
  • Win-win integrative approaches to negotiations
  • Win-lose distributive approaches to negotiation
  • Setting targets and creating a best alternative to a negotiated agreement (BATNA)
Preparation for negotiations with external organisations
  • Setting objectives and defining the variables for a commercial negotiation
  • The bargaining mix and defining the latitude (Max – Target – Fallback) for each of the variables in the bargaining mix
  • Positions and interests
  • Openings and presenting issues
Conducting, evaluating and improving commercial negotiation
  • Defining the stages of a negotiation such as preparation, opening, testing, proposing, bargaining, agreement and closure
  • The use of persuasion methods
  • The use of tactics to influence the other party
  • Reflecting on performance
  • Opportunities for improvement and development
Legal issues in the formation of the contract
  • Preparation of contracts in respect to the laws
  • Major issues in relation to major laws
  • Contractual conditions and their impact
  • Steps leading to the formation of contracts
  • Formation of contracts
Contract pricing and contract management
  • Pricing methods and their applications
  • Combination of Pricing in contracts
  • Contract Management

Please leave your enquiry here, we will reply as soon as possible.

*only support gif, jpeg, jpg, png, pdf
Switch To Desktop Version