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The Negotiator

The Negotiator course aims to equip the participant with the basic toolkit of effective negotiation from a procurement point of view. Although we negotiate every day in life, our negotiation with our kids or spouse or colleague would be very different from a corporate form of negotiation. Grasping the necessary knowledge will make one The Negotiator needed for his corporate!
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Highly effective negotiation skills are essential for a procurement professional's to be successful to procure smartly. From understanding the dynamics of negotiation to applying different tactics to delivering winning negotiations situations, conducting an effective negotiation may result in a procurement that could be AWESOME instead of good There will be lots of sharing on the finer points of negotiation. Participants will also role play a case study to emphasize on the key learning points.

Objective

At the end of this programme, participants will be able to:

• Understand what is a corporate procurement Negotiation
• Negotiation Phases and Tactics
• Planning the Negotiation
• Executing the Negotiation
• Post Negotiation Deal

Outline

Understanding Negotiation

• Introduction to Negotiation
• Objectives of Negotiation
• Negotiation vs Bantering
• Knowing your negotiators

Negotiation Phases and Tactics

• Pre-negotiation planning
• Conceptualization
• Settling the Details
• Getting the Yes and The Follow up
• Tactics

Planning the Negotiation

• Getting ready for the actual session
• Opening and Progressing
• ACES and CASES
• Objectives and BATNA

Executing the Negotiations

• Conducting a Negotiation
• Observation and Feedback

Post Negotiations Deal

• Confirming the Deal
• Follow up and Necessary actions

Who should attend

This course is designed for junior and middle managers that are involved in procurement, supply chain, sales and marketing activities. It is also useful for those personnel who need to negotiate in an official position.

Methodology

The course is structured as a series of short sharing followed by activities such as case studies or reflections. The afternoon session would be a hands-on negotiation sessions whereby participants will role play different stakeholders in an official negotiation case.

Testimonials

"A seemingly dry topic was brought to life by the trainer’s experience and humour. Trainer was straight to the point and engaging. Rick is an excellent trainer for this course!"
National Council of Social Service

"Trainer Rick was highly engaging - turned a dry, boring topic into something interesting. Case studies useful for application. Slides were detailed and easy to find."
Ministry of Manpower

"The trainer is very good and knowledgeable on the procurement lessons taught. Patient and willing to share his insights"
Mitsubishi Fuso

Profile of Rick Chong

Rick Chong has over 15 years of experience in procurement and supply chain where he successfully led procurement operations, cost savings initiative, SAP material management, reorganization projects, system integrations, training and consultancy projects. His major achievements include re-writing the Singapore government procurement policies, achieving extraordinary cost savings for a local airline and creating procurement systems for a few public agencies and private companies.

In the last 5 years, Rick has trained more than 2,000 participants in various topics of Procurement and Facilitation. His client includes A*STAR, Ministry of Defence, Singapore Tourism Board, National Library Board, National Environment Agency, People's Association, Temasek Polytechnic, Chinatrust Bank, Momenta Group among others.

Rick holds an Honours Degree in Business Administration. He is a member of the Chartered Institute of Procurement and Supply (CIPS). He is a qualified SAP Material Management consultant and has completed his Advance Certificate in Training and Assessment (ACTA). He also has an international certification from CIPS and is a recognised WSQ PMP trainer.