Commercial Negotiation in Procurement and Supply

سرفصل های دوره

Learn how to negotiate and win in purchasing and supply

1 - What to expect

1 - Welcome to Commercial Negotiations

2 - Applying commercial negotiation to procurement and supply

2 - What is negotiation

3 - Alternatives to negotiation

4 - Strategic and tactical negotiation

5 - Negotiation in relation to the procurement and supply cycle

6 - Negotiating in the sourcing process

7 - Decision as to negotiate or to use competitive bidding

8 - Do you need posttender negotiation ptn

9 - Negotiating in conflict resolution

10 - Negotiating in team and stakeholder management

11 - Stakeholder management in negotiations

12 - STAKEHOLDERS MAPPING Prioritizing the stakeholders and their needs

3 - The types of approaches that can be pursued in commercial negotiations

13 - Understanding objectives and outcomes in negotiation

14 - Conflict management style

15 - Collaborativeintegrative winwin approach to negotiation

16 - Distributive winlose approaches to negotiations

17 - Pragmatic and principled styles of negotiation

18 - Setting targets and creating a best alternative to a negotiated agreement BATNA

19 - BATNA Best alternative to a negotiated agreement

4 - How the BALANCE OF POWER in commercial negotiations can affect outcomes

20 - Introduction and modules overview

21 - What is power

22 - Importance of power and getting a win with it

23 - Power in buyersupplier relationships

24 - Sources of power and leverage

25 - DOWNLOAD Negotiation power cheat sheet.html

25 - Negotiation-power-cheat-sheet.pdf

26 - Organizational power in negotiation context

27 - LEVEL 1 Macro environment PESTELSTEEPLE analysis

28 - LEVEL 2 Micro environment industry structure PORTERS FIVE FORCES ANALYSIS

29 - LEVEL 3 ONEONONE BUYER SUPPLIERDYNAMICS

30 - Factors that will make a supplier keen to do business with a buyer

31 - DOWNLOAD your work plan for this section.html

31 - POWER-IN-NEG-WORKBOOK.pdf

5 - Before you continue

32 - Just a Quick one

6 - Analyse criteria that can be used in a commercial negotiation

33 - 5 Questions to prepare you for negotiations

34 - Defining the issues for negotiation

35 - Defining the currencies for negotiation

36 - The bargaining mix

37 - Effective objectives for negotiations

38 - Negotiation ranges positions Interests

39 - Opening and presenting issues

40 - DOWNLOAD your work plan for this section.html

40 - Work-book-Analyzing-criteria-that-can-be-used-in-a-commercial-negotiation.pdf

7 - Identifying the resources required for a negotiation

41 - Resources needed to support negotiation

42 - The choice of location in negotiation

43 - Involving appropriate colleagues

44 - Virtual meeting options

45 - DOWNLOAD your work plan for this section.html

45 - IDENTIFYING-THE-RESOURCES-REQUIRED-FOR-A-NEGOTIATION.pdf

8 - Identify the stages of a commercial negotiation

46 - Overview and negotiation stages

47 - Planning and preparation

48 - DOWNLOAD Negotiation preparation and planning checklist.html

48 - pre-negotiation-planning-checklist.pdf

49 - Opening

50 - DOWNLOAD Practical opening scenarios in Negotiations.html

50 - DOWNLOAD-Practical-opening-scenarios-in-Negotiations.pdf

51 - Testing and proposing

52 - DOWNLOAD Top 10 assumptions made in purchasing and supplies negotiation.html

52 - TOP-10-ASSUMPTIONS-MADE-DURING-PROCUREMENT-NEGOTIATIONS.pdf

53 - Bargaining

54 - Agreement and closure

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تولید کننده: Udemy