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The Effective Procurement Negotiator

Tested & Proven Procurement Negotiation Techniques, Strategies & Tools that Help to Negotiate Successfully Without Being a Pain on Suppliers’ Back!

Course Details Summary

As this is a practical e-course there is no fluff or unnecessary materials ‘just to fill the void’ with non-value add information. You’ll find that the materials are straight to the point with knowledge and strategies that you can use right away.

Includes:

• 3 Modules
• 25 Videos
• 110 Minutes
• 1 Template

MODULE 1

Universal Negotiations Concepts & Knowledge for Procurement

1. The Myth of Negotiations
2. The Story of Jim 10 Percenter
3. When Negotiations Start & Positional Negotiations
4. Positional vs Principled Negotiations & Inventing Options
5. The Nine (9) Principles of Persuasion in Negotiations
6. Twelve (12) Mistakes to Avoid in Negotiations

MODULE 2

Practical & Hands On Negotiation Techniques & Strategies

1. How to Answer 6 Tough Questions from Suppliers
2. What to Negotiate Apart from Price!
3. How to get Suppliers Give a Price Breakdown of their Quotes
4. Negotiating and Resisting Price Increases

Module 3

The 7 Steps to the Negotiations Process

Step 1 - Stop Fighting Fires

Step 2 - What Do You Really Negotiate For?

Step 3 - Understanding the Supplier!

Step 4 - Ground Rules

Step 5 - Pre-negotiation Meeting

Step 6 - The Negotiation Meeting

          Special Template

Step 7- After the Meeting

Full Course Details

MODULE 1

Universal Negotiations Concepts & Knowledge for Procurement

1 - The Myth of Negotiations

Discover how this myth holds back buyers from achieving better results in negotiations

2 -  The Story of Jim 10 Percenter

The one thing buyers shouldn’t do when negotiating, illustrated with a real life case of a buyer called Jim.

3 - When Negotiations Start & Positional Negotiations

Find out when negotiation really start and what is positional negotiation. How often such negotiations are use and whether such an approach is worth or not.

4. Positional vs Principled Negotiations & Inventing Options

Learn the difference of positional vs principled negotiations and how to take it one notch up by inventing new options that neither buyer nor suppliers might have thought before.

5 -The Nine (9) Principles of Persuasion in Negotiations

Whether buyer or supplier these 9 persuasion principles are a must to know. Use them when dealing with suppliers or recognize when suppliers are using them on you.

6 - Twelve (12) Mistakes to Avoid in Negotiations

Many of these mistakes are done even before negotiations start. Learn what are they and how to avoid them.

MODULE 2

Practical & Hands On Negotiation Techniques & Strategies

1 - How to Answer 6 Tough Questions from Suppliers

Find out 6 common but tough questions suppliers ask from buyers and how to answer them effectively. Some of the questions that you’ll find answers to are:

What is your Budget? or Who are the other suppliers that are bidding for this project?

2 - What to Negotiate Apart from Price!

Most buyers only ask for a lower price. However true negotiators have a long list of items that they want to negotiate and ask for before setting foot in a meeting with the supplier (or a phone call for that matter). Discover what are other things you can negotiate apart from price.

3. How to get Suppliers Give a Price Breakdown of their Quotes

Learn a specific process that includes 7 steps that will get almost every supplier give you a breakdown of their costing and how they arrived at their price. Use this to negotiate each item separately.

4. Negotiating and Resisting Price Increases

Discover specific processes to negotiate and resist requests for price increases from suppliers. With this process 3 things might happen:

• Best Case Scenario You might get a lower price; or
• You keep the same price; and

Worst case scenario you have a tight documentation showing that the price increase was inevitable. You have proof, evidence and facts for your top management showing that you did all you could to resist the price increase.

MODULE 3

The 7 Steps to the Negotiations Process

Step 1 - Stop Fighting Fires

When you’re too busy with issuing RFPs, following up on supplier payments, managing contracts and more you will not have time to negotiate effectively. Learn 2 strategies on where to focus your efforts for negotiations.

Step 2 - What Do You Really Negotiate For?

Discover that there’s only 1 thing you need to negotiate with suppliers. This will help to identify the right requirements from your internal customers as you’ll ask for this 1 thing from them as well.

Step 3 - Understanding the Supplier!

3 Questions to ask suppliers to truly understand how keen they are on doing business with you.

Step 4 - Ground Rules

Learn 5 Essential Practices that you should adopt in your negotiations whether you negotiate alone or have a team with you.

Step 5 - Pre-negotiation Meeting

Creating a supporting atmosphere for suppliers before you start negotiating with them

Step 6 - The Negotiation Meeting

An introduction to managing the negotiation meeting

Special Template

Negotiation Planning Form

Step 7- After the Meeting

How to ensure that both you and your supplier are clear on what was agreed and starting the supplier-buyer relationship on the right footing.

Essential Procurement Practices Course Details

A practical e-course without any fluff or unnecessary materials ‘just to fill the void’ with non-value add information. You’ll find that the materials are straight to the point with knowledge and strategies that you can use right away.

Includes:

• 5 Modules,
• 28 videos,
• 100 Minutes 

Module 1- Traditional vs World Class Procurement

1.  Leading Change in Procurement 
2.  Traditional Procurement Examples 
3.  World Class Procurement Examples

Module 2 - Procurement Cost Management

We’ll show core principles on tracking your ABC or Spend Analysis, Purchase Price Index, How to get Suppliers to give cost breakdowns - this last one is so powerful that when you use it, you’ll almost get any supplier to provide detailed breakdowns which makes negotiations much easier and straight forward.

1. Importance of Procurement Savings
2. Understanding ABC/Spend Profile analysis (Part 1)
3. How to Do ABC/Spend Profile Analysis (Part 2)
4. Introduction to Purchase Price Index

MODULE 3 - Introduction to  Negotiations Strategies

1. 3 Myths of Negotiations 8 mins
2. Introduction to Non-Pricing Issues & ABC Analysis 
3. What Issues to Negotiate Apart from Price? 
4. How Much Discount to Ask? 
5. Resisting Price Increases 

MODULE 4 - Introduction to Strategic Sourcing

1. Process Overview - Sourcing (Upstream) & Operational Procurement (Downstream) Process
2. Intro to Sourcing Process 1 - Capturing the Need
3. Intro to Sourcing Process 2 - Market Analysis 
4. Intro to Sourcing Process 3 - Portfolio Analysis - Kraljic Matrix 
5. A Different Explanation of Kraljic Matrix as Targeting Model 
6. Intro to Sourcing Process Step 4 - Supplier Relationship Analysis 
7. Intro to Sourcing Process Step 5 - Risk Management 
8. Intro to Sourcing Process 6 - Supplier Selection 

Module 5 - Introduction to RFP/Tenders & Contracts

Finally for contract management you’ll discover the full process from the initial needs analysis up to the closure of contract and supplier evaluation.

1. Pre-RFP/Tender Process 
2.  RFP/Tender Process 
3. Contract Objectives 
4.  Statement of Work (SOW) 
5.  3 Types of SOWs
6.  Evaluating Contract Price Changes 
7.  Inspection & Acceptance Quick Overview
8.  Rejecting Goods after Inspection

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