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| Science & Art of
Negotiations for Industrial Buyers &
Sellers |
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Theme
In recent times industrial purchasing
and sales executives have been working
in a very competitive and high pressure
environment. Most of them have learnt
the art of negotiations on the job. They
often discover the wasteful nature of
the negotiations in terms of time and
success rate. There are moments of
frustration due to apparently illogical
interactions. Can it be avoided?
Often inexperienced professionals may
get carried away by smart tactics they
witness in marketplace, making them
blind to the ‘science’ part of the
negotiations. Any business decision
boils down to cost and value. Negotiated
settlement is not an exception. One can
discover that homework on costs and the
technicalities, strategic interests and
financial aspects can help one arrive at
a good decision very quickly. Naturally,
such detailed analysis may not be
required for all decisions. So, where
should it apply is another thing to
ponder over? The program brings it out
in complete details with examples and
exercises to help participants absorb
the principles and practice in a simple
manner.
Common negotiations are about resolution
of positions of opposing interests. The
negotiators must understand the relative
positions and meeting ground. Analytical
understanding allows them to arrive at
optimum decisions very quickly improving
their personal efficiency.
No doubt, experienced negotiators use
their tactical skills to advantage, but
they have a clear strategy protecting
long terms interest of the organization
and relationship. Negotiator has to
understand tactical posing from genuine
position; else he will fall for the
tactics. So he has to know the tactics
and their effects to counter them
effectively.
The program tries to cover all the
essentials of science and art of
negotiations to make participants aware
and appreciate utility of the concepts
in daily practice.
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Program
Schedule: Day 1: 9-00AM to
5-15PM+ |
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Introduction
Introduction and listing of
participants problems for
discussion in subsequent program
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Science
I – Cost and value
Concept of cost, price and value
– buyers view of cost – sellers
view of cost – value – sellers
risk – buyers risk – structure
of cost – variable and fixed
cost - opportunity cost – cost
of service – cost of development
– concept of total cost
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Five basic
cases of cost evaluation
Exercise – Five practical cases
of cost related decisions and
total cost perspective
(Participants read the cases and
prepare their assessments for
discussion)
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Five basic
cases (continued) |
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Program
Schedule: Day 2: 9-00AM to 5-15
PM+ |
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Tactics in
negotiations
Games people play - definition
of tactics – some typical
tactics employed during
negotiations during opening,
mid-way and closing stages –
pro’s and con’s of tactics –
value destruction – bargaining
skills – limitations of tactical
play and when to use them
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Q & A
Discussions on specific queries
raised by participants
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Program
Schedule: Day 2: 9-00AM to 5-15
PM+ |
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Science
II – positions
Exercise – participants carry
out actual negotiations based on
specific brief given to them and
then detailed positional
analysis is carried out.
Detailed discussion on the
tactics used by the players and
their effect. Faculty presents
model approach to the
situations.
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Body
language
Body language defined – the mind
body link – indicators of state
of mind – social implications –
cross table dynamics – truth,
half-truths and lies revealed –
group dynamics – impact of
culture
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Exercise
Participants have to bargain in
simulated market situation to
strike a deal and the group
analyses the outcome and
observations
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Strategy
of negotiations
Importance of strategy –
personal effectiveness – time
management – people and styles –
need position – concept of
principled negotiations –
strategic interests of buyers
and sellers
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Managing
Negotiations
Organizing purchase team and
department – decentralization of
authority – preparations –
records – negotiating with
foreigners – understanding the
culture and peculiar world views
– language related issues –
differences in legal systems –
nature of contract
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Q & A
Discussions on specific queries
raised by participants
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Supply Chain
Management for Top Managers |
Supply Chain
Management – Concepts and Application
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Best Practice
Inventory Management |
Toolkit of a
Purchasing Executive |
Materials
Management - In Senior Manager's
Perspective |
Cost Management in
Supply Chain – techniques & strategies
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Essentials of
Modern Storekeeping Management | Technology
Management – the basics workshop |
Scientific Spare
Parts Management for maintenance |
Science & Art of
Negotiations for Industrial Buyers &
Sellers |
Competent
Industrial Purchasing - How to build and
run the
purchasing function |
Calculated Price
Negotiations |
International
Logistics for Import and Export |
Basics of Law and
Indirect Taxes
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E-mail -
info@bestbizsys.com | Telephone
- 022 2876 4826 | Address - A - 708, 7th
Floor, Zaitoon Apartments, Station Rd.,
Goregaon – (W), Mumbai - 400062 |
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