Negotiation Skills for Strategic Procurement

Management Centre Europe
Brussels, Belgium

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' Savings from centralised sourcing and procurement can be significant. Of the savings achieved through centralised sourcing, typically just 20% come from price negotiations. Another 35% are derived from a better definition of the required volumes and from supplier consolidation, and a significant 40% of savings come from ¡®value engineering¡¯ ¨C collaboration with suppliers, and standardisation and adaptation of specifications in order to optimise utilisation and minimise waste.

The larger, more complex set of levers to use during the negotiations makes the process more intricate. Knowing the whole range of available trade-offs and concessions, and carefully planning when and how to use them in the negotiations, will greatly affect the outcome. Effective procurement requires a flexible, well thought-out set of strategies when approaching the negotiation process.

This workshop puts procurement negotiations in a broader business context and shares the approaches and tools used by professional negotiators. It explores and explains the routines and tactics which have been proven to be successful in high value and complex negotiations.

Assuming that most participants will be in a leadership position in their procurement organisations, this workshop provides methods and tools participants can use back at their workplace to coach their buyers and other team members involved in negotiations.
...''

Phone:+32 / 2 / 543 21 20

School Address:

MCE, Rue de l’Aqueduc 118 B-1050 Brussels, Belgium

Jobs & Resumes: Brussels
Houses & Roommates: Brussels

Financial Planning
Financial Analysis
Valuation of Companies
Finance for Non-Financial Managers
Finance for Non-Financial Executives
Finance for Executive Assistants
Supply Chain Optimization
Change Management for Supply Chain Transformation
Supply Chains for Short Life Cycle Products
Procurement
Supply Chain Management
Managing Strategic Suppliers and Outsourcing Partners
Dealing with the Multi-Channel Shopper
Human Resources Management
Talent Management and Succession Planning
Effective Training Skills
Sales Management
Essentials of Sales
Key Account Management

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