Course details
Senior purchasing agents, senior buyers, buyers, purchasing managers, and other personnel striving to improve upon their fundamental negotiating skills and techniques.
Entry Requirement
Participants should possess 3 GCE ‘O’ levels.
Award of Certificate
To achieve the award of certificate of attendance in Negotiation Skills & Techniques, candidates must attend at least 75% of the sessions and complete a short online quiz by the end of the fourth session.
NST Program Coverage
Participants will learn:
- Basic negotiation techniques
- Techniques for internal negotiation
- Skills for external negotiation
- How to be successful in difficult negotiating situations
- Methods to evaluate your success rate
- Ways to set up contract negotiations
- Techniques to use in team negotiations
Objectives of Negotiation
- Quality
- Fair and reasonable price
- On-Time Performance
- Control
- Cooperation
- Supplier Relationship Management
When to Negotiate
Supply Management’s Role in Negotiation
- The Supply Management Professional Acting Alone
- The Supply Management Professional as the Negotiating Team Leader
The Negotiation Process
- Preparation
- Establishing Objectives
- Identify the Desired Type of Relationship
Five Powerful Preparation Activities
- Face-to-Face Discussion
- Fact Finding
- Recess
- Narrowing the Differences
- Hard Bargaining
Online Negotiation
Characteristics of a Successful Negotiator
- Techniques
- Universally Applicable Techniques
- Transactional Techniques
- Collaborative and Alliance Negotiating Techniques
Negotiating for Price
- Price Analysis Negotiation
- Cost Analysis Negotiation
Course Location
About Singapore Institute Of Materials Management
The primary objective of the Institute is to establish and to maintain a high standard of knowledge and excellence in the field of Logistics and Procurement. The secondary objective is to promote and foster the study, research and development on Logistics and Materials Management on all aspects from Purchasing and Supply Chain Management to applying latest E-commerce technology and practices to the field of Logistics and Purchasing.
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