Course details
The intent of this module is to provide participants with the information and knowledge needed for an understanding of issues pertaining to the negotiation and preparation and management of contracts. Buyers should also understand the impact of their action on contract issues on the organisation. It is useful for those in shipping, logistics, procurement and covers the following:Main approaches in the negotiation of commercial agreements
Negotiation in relation to the stages of the sourcing process
Win-win integrative approaches to negotiations
Win-lose distributive approaches to negotiation
Setting targets and creating a best alternative to a negotiated agreement (BATNA)
Preparation for negotiations with external organisations
Setting objectives and defining the variables for a commercial negotiation
The bargaining mix and defining the latitude (Max - Target - Fallback) for each of the variables in the bargaining mix
Positions and interests
Openings and presenting issues
Conducting, evaluating and improving commercial negotiations
Defining the stages of a negotiation such as preparation, opening, testing, proposing, bargaining, agreement and closure
The use of persuasion methods
The use of tactics to influence the other party
Reflecting on performance
Opportunities for improvement and development
Legal issues in the formation of the contract
Preparation of contracts in respect to the laws
Major issues in relation to major laws
Contractual conditions and their impact
Steps leading to the formation of contracts
Formation of contracts
Contract pricing and contract management
Pricing methods and their applications
Combination of Pricing in contracts
Contract Management Updated on 27 September, 2017
Job roles this course is suitable for:
Procurement Manager , Project Manager , Sales Manager , Project Procurement Manager , Office Product Marketing ManagerCourse Location
About Advance Supply Chain Solutions Pte Ltd
Advance Supply Chain Training Centre provides education and training on supply chain management, especially in the manufacturing industry. Our perspective is global with an integrated approach to better address supply chain issues which are often interdependent. Our solutions aim at achieving better synchronisation of the entire supply chain process (spanning suppliers, logistics, warehousing, purchasing, manufacturing, sales, distribution to customers), and optimisation of resources resulting in major improvements in overall business performance.
Our consultants have extensive experience, typically over 10 – 25 years each. They are result-oriented and have a proven track record of implementing systems and processes over a broad range of major manufacturing sectors in USA, Europe and Asia. As practitioners, we understand intimately the issues as seen from the standpoint of our clients, and able to share valuable insights – gained from hands-on experience in industry as user, product developer & implementer.
See all Advance Supply Chain Solutions Pte Ltd coursesEnquire about this course
You may add more courses here,
your list will be saved.
