Categories > Purchasing, Inventory & Material Category:   Effective Purchasing and Contract Negotiation Strategies   Program Duration : 5 Days Program Date : 17-21 March, 2012 Program Location : Cairo, Egypt Program Fees : US$ 3200/Per Person       PROGRAM INTRODUCTION: The ability to negotiate is one of the basic commercial business requirements yet it is often delegated to those least able to produce an effective outcome. The impact of poor negotiation is therefore felt throughout an organization and has an immediate negative effect on company profitability. This program provide practical, experience based guidance in planning and conducting a successful negotiation and identifies on an individual basis the key competencies and skills required to emerge on the winning side. Each day involves the delegate in a specific negotiating scenario The focus is upon achieving a “win - win “outcome but recognises that all negotiation are not conducted with this result in mind. The emphasis is placed upon good planning and preparation to assure an effective negotiated result. Fail to plan and you plan to fail! Common tactics and countermeasures are explored and Negotiational “ traps” uncovered Each delegate is expected to evaluate their current negotiating ability and develop a personal plan for improvement PROGRAM OBJECTIVES: Upon completion of this program, participants will know: The importance of planning in successful negotiations Approaches in n    egotiations Standards of ethics The importance of determining, rating, and valuing the issues in a negotiation Evaluating strengths and weaknesses Important issues in various contract clauses Important elements of final preparation Common negotiation tactics & counter measures Gain experience & confidence through the actual negotiation of sample cases PROGRAM OUTLINES:   What Makes a Negotiation a Success? Negotiation Exercise Personal obstacles to a successful negotiation Purchasing responsibilities as a negotiator Identifying the phases of a negotiation Understanding the phases of a negotiation What makes the “ winners” win – the elements of success Comparing Approaches in Negotiations Looking for a better deal for both parties When to use what style of negotiation Protecting yourself and your company Using Time as a key element The Expert Negotiator Has Many Talents Skill sets and knowledge requirements The role of intuition and Emotion Understanding your present personal capability Defining the negotiator competencies Uncovering the learning gap Identifying what should be negotiated Positioning the negotiation Determining the suppliers likely position The influence of long and short term supplier relationships The importance of research Negotiation Exercise Valuing Issues for Both Sides Understanding price and cost Determining the suppliers pricing strategy Life cycle costing and improving added value Developing price indices Needs of a standard contract Developing terms and conditions of contract Transfer of ownership and risk Warranties & spare parts issues Liquidated damages Negotiating contractor contingencies Economic price adjustment clauses The Tender Process – does it add value Developing a tender assessment model Negotiation Exercise What Happens Inside Every Negotiation – Getting to “ Yes “ Negotiation in an e-Commerce environment Testing the potential benefits of e-Commerce Ethics in negotiation & tendering Developing a transparent & ethical organisation Negotiating with different cultures Telephone negotiations How to communicate your needs How to move the other party to your viewpoint How to gain advantage through listening Body language and uncovering deception Negotiation Exercise Common Negotiation Tactics & Countermeasures Framing the negotiation Deciding your tactics and counter tactics Dealing with bargaining How to concede to gain advantage How to keep the seller selling Dealing with deadlocks in negotiations Avoiding The Funny Money Trap Lessons in negotiation from history Essential things to do in any negotiation   WHO SHOULD ATTEND? Professionals involved in: Projects, Contracts, Purchasing, Contract administration Operations, Maintenance, Quality & Engineering Other company activities that expose them or their staff’s to negotiations with contractors and suppliers and who want to improve their competency in this critical area of performance.