Objectives: Building strategies to negotiate with suppliers, with a particular focus on the negotiation management.
The objectives of purchasing
• Plan according to product category
• Cost reduction
• Inventory reduction
• Rotations
• Quality
• Service
Suppliers management
• Purchase marketing
• Qualifying and developing competitive suppliers
• Evaluation of offers
• Evaluation of supplier’s performance
• Managing the relationship with the supplier
Elements of analysis
• Organization
• Collecting the information to manage the negotiation
• Strenghts and weaknesses analysis
• Decision making
• Make-or-buy decisions
• Break even point
Developing and strengthen your own negotiation style
• Skills and abilities of a successful negotiator
Conducting the negotiation
• Communication techniques to understand the interlocutor
• NLP principles and the psychology of negotiation
• Conducting the negotiation
• Verbal and nonverbal techniques
• Alternatives and options
Calculating the right price
• Defining the main cost elements
• Cost analysis implementations
• Target price
• Analyzing and confronting the market rates
Ethical and contractual aspects of purchase
• Ethics and behavior
• Legitimate negotiation
• Contractual principles
Ad hoc
Contatti
