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EFFECTIVE NEGOTIATION IN CONTRACT, PROCUREMENT AND SUPPLY CHAIN MANAGEMENT

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HCA Learning Centre. Acme House 2nd Floor, 23, Acme Road, Ogba, Ikeja, Lagos

Royal Tropicana Hotel, Plot 764 Cadastral Zone B05, Behind Mountain of Fire Ministry, Utako, District Abuja

MAAS Central Hotel, Eastern Bye Pass, Old GRA, Port Harcourt

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Program Overview:
Negotiation is often described as both a science and art, essential to good practice yet a skill that requires honing over time in order to perfect. In business it is a core competence for effective management. Tracy (1995) defines negotiation as “a motivated process of information exchange between or among individuals, groups, organizations etc with the aim or goal of reaching agreement about certain objectives, issues, points or reciprocal acts”

FOR WHOM:
Chief Executives, Executive Directors, Senior Managers, Managers, Supply Chain Executives, Purchasing Executives, Quality Managers, Operations Managers, Production Managers, Inventory/Store Managers, Engineering Managers etc.

LEARNING OBJECTIVES:
At the end of this program, participants will be able to:
* apply negotiation theories to achieve effective outcomes to the
negotiation process;
* set objectives for negotiation;
* prepare and plan for effective negotiations;
* take an active part in negotiation meetings
* employ a range of effective and persuasive negotiation
techniques;
* appreciate different approaches required when negotiating with
customers including those based overseas.

COURSE CONTENTS

Negotiating in different setting
·Defining negotiation,
·Phases of negotiation ·Collaborative and distributive approaches to negotiation
Understanding the supplier organization
·Contract and Purchasing context for negotiation,
·Underpinning the negotiation,
·Porter's five forces framework
Preparing for a negotiation
·Risk assessment, .SWOT,
·The legal framework,
·Analyzing supplier tender/quotation,
·Pricing and total costs benchmark
The negotiation process
·Developing a negation strategy, ·
The bargaining position,
·Stages of the negotiation meeting / Resourcing
The meeting stage: ·Conducive environment,
·Persuasive techniques , Tactics for negotiation,.
positions and interests, ethical roles
Finalizing the negotiation
Ratifying negotiations, ·Evaluating negotiations,
The future, Legal implications
Effective communication
Importance of effective communication, ·
· Developing questioning skills –
questions for developing trust

RESOURCE PERSONS

Wale Akinwotu - HND (Purchasing & Supply) FNIPS.
Managing Consultant Ola-Olu Management Consultancy Group. Mr. Akinwotu was formerly the Head, Stores and Supply University of Lagos Teaching Hospital (LUTH). He would join others to bring their experiences to bear on this program.

ABIODUN ODEYEMI: HND, Pur. & SS., MCIPS (London), M.Sc, Managerial Psychology. An experienced management practitioner with over 20 years of post-graduation experience spanning the manufacturing and service sectors of the economy. Mr. Odeyemi is a specialist in material management, employee's motivation, productivity improvement, customer service and quality management. He was the Assistant General Manager supply chain, Pivot Engineering Nig. Ltd. Mr. Odeyemi is a faculty member Human Capital Associates. He will join others to share their experiences on this program.

WORKSHOP FEE:
N150,000 per participant, VAT - N7,500.
Note: this covers Workshop Fee, Full Break fast, Lunch, course materials and certificate of attendance.
Payment should be made in favour of Human Capital Associates.
Payment can equally be made into our Accounts:
Account Name : Human Capital Associates
Keystone Bank Ltd. Account No:1005378262
Union Bank Of Nig. Plc Account No: 0006208533

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Date and Time

Location

HCA Learning Centre. Acme House 2nd Floor, 23, Acme Road, Ogba, Ikeja, Lagos

Royal Tropicana Hotel, Plot 764 Cadastral Zone B05, Behind Mountain of Fire Ministry, Utako, District Abuja

MAAS Central Hotel, Eastern Bye Pass, Old GRA, Port Harcourt

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