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Growthvue Management & Consultancy (M) Sdn Bhd 1362519-T
Johor,Skudai,Taman Ungku Tun Aminah,China,Hong Kong - Negotiation in Procurement and Supply – Advanced Level
15-Apr-2022
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
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Negotiation in relation to the stages of the sourcing process
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Win-win integrative approaches to negotiations
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Win-lose distributive approaches to negotiation
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Setting targets and creating a best alternative to a negotiated agreement (BATNA)
Preparation for negotiations with external organisations
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Setting objectives and defining the variables for a commercial negotiation
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The bargaining mix and defining the latitude (Max – Target – Fallback) for each of the variables in the bargaining mix
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Positions and interests
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Openings and presenting issues
Conducting, evaluating and improving commercial negotiation
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Defining the stages of a negotiation such as preparation, opening, testing, proposing, bargaining, agreement and closure
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The use of persuasion methods
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The use of tactics to influence the other party
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Reflecting on performance
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Opportunities for improvement and development
Legal issues in the formation of the contract
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Preparation of contracts in respect to the laws
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Major issues in relation to major laws
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Contractual conditions and their impact
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Steps leading to the formation of contracts
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Formation of contracts
Contract pricing and contract management
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Pricing methods and their applications
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Combination of Pricing in contracts
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Contract Management
Send your message to Growthvue Management & Consultancy (M) Sdn Bhd
Main Office
Other Office
Growthvue Sourcing Joy (Hangzhou) Technology Co., Ltd.
RM 1032 3F No. 230, Tianmushan West, Road Xianlin, Street Yuhang, District Hangzhou, Zhejiang, China.
Tel: 
Email: 
Growthvue Sourcing Joy Limited
Room1002, 10/F, Easey Comm BLDG Nos 253-261, Hennessy Road, Wanchai, Hongkong.
Tel: 
Email: 
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JP 14
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