Effective Negotiation in Contract, Procurement and Supply Chain Management

Negotiation is often described as both a science and art, essential to good practice yet a skill that requires honing over time in order to perfect it. In business, it is a core competence for effective Supply Chain management. Tracy (1995) defines negotiation as “a motivated process of information exchange between or among individuals, groups, organizations etc. with the aim or goal of reaching agreement about certain objectives, issues, points or reciprocal acts” Commercial negotiation is the process where parties come together to confer in a situation where there is some conflicting interest between them with an aim of coming up with a jointly acceptable agreement. It's therefore important for procurement professionals to be on top with their negotiations skills.

For Whom:

This program is designed for Chief Executives, Executive Directors, Senior Managers, Managers, Supply Chain Executives, Purchasing Executives, Quality Managers, Operations Managers, Production Managers, Inventory/Store Managers, and Project Managers etc.

Learning Objectives:

At the end of this program, participants will be able to:

• Apply negotiation theories to achieve effective outcomes to the negotiation process;
• Set objectives for negotiation;
• Prepare and plan for effective negotiations;
• Take an active part in negotiation meetings
• Employ a range of effective and persuasive negotiation techniques;
• Appreciate different approaches required when negotiating with customers including those based overseas.