Strategic sourcing is a critical skill for making a positive impact on substantial savings to an organisation, and effective negotiation is the crucial technique that enables a sourcing strategy to be implemented successfully. This 2-day programme is designed for procurement and commodity specialists to plan and execute an effective negotiation in support of a successful sourcing strategy. It is facilitated by an expert trainer who has acquired substantive experience in strategic sourcing and procurement negotiation, and the sessions are lively and interactive, interspersed with practical exercises and role-plays.
Fees include course materials, breakfast and lunch, and the Certificate of Competency. Members save S$100 on this programme.
What you will be able to do
By the end of this programme you will be able to:
- Analyse sourcing data, category plans and spend data before negotiating
- Establish a framework and clear objectives for the negotiation agenda
- Plan negotiation strategies, triggers, tactics and counter-tactics
- Manage differing behaviours and overcome blocks in difficult negotiations
- Recognise positive signals for closure and avoid critical mistakes
Programme outline
Strategic sourcing delivers savings only when the negotiation that follows it is properly prepared, and the programme treats the two as a single discipline. It takes you from sourcing data, category plans and spend data analytics through to establishing the framework and objectives for the negotiation agenda, planning negotiation strategies, triggers, tactics and counter-tactics, and managing different behaviours and blocks in difficult negotiation. You will be able to prepare and conduct a structured sourcing negotiation, recognise positive signals for closure, and avoid the critical mistakes covered in the programme.
- Understanding Sourcing Data, Category Plan and Spend Data Analytics for Negotiation
- Establishing Framework and Clear Objectives for setting Negotiation Agenda
- Understanding the Negotiation Process & the Content for Negotiation using Communication Techniques
- Planning and preparing Negotiation Strategies, Triggers, Tactics & Counter Tactics
- Managing Different Behaviours and Overcoming Blocks in Difficult Negotiation
- Recognising Positive Signals for Closure & Avoiding Critical Mistakes in Negotiation
- Practical Case Exercises and Role-plays
Who should attend
You prepare the category plan and then sit at the table to defend it, usually opposite a professional seller. The programme is written for Sourcing Managers, Category Managers, Commodity Specialists, Contracts Officers and Procurement Executives who negotiate prices, terms and supply commitments as a regular part of the role. Both days are interspersed with case exercises and role-plays, so the programme rewards those who negotiate regularly rather than occasionally.
Approving this for your team? The programme is suitable for staff development budgets, and SIPMM can invoice your organisation directly and arrange group registrations.
Your trainer
The programme is facilitated by a trainer with substantive experience in strategic sourcing and procurement negotiation, and that experience drives the role-plays and case exercises across both days.
This programme awards 1 Certificate of Competency
Certificates of Competency build towards SIPMM's professional designations. ASP™ and AIP™ require three, and Chartered status requires an active designation plus two at managerial or leadership level.
Deliver this programme in-house
This programme can be run for your team at your premises or at SIPMM, tailored to your organisation's categories and operations.