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Commercial Negotiation in Procurement and Supply

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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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    تاریخ انتشار: ۲۵ اردیبهشت ۱۴۰۳
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