Commercial Negotiation in Procurement and Supply

Focused View

Moses Manuel

3:33:02

11 View

1 - What to expect

1 - Welcome to Commercial Negotiations.mp4

03:35

2 - Applying commercial negotiation to procurement and supply

2 - What is negotiation.mp4

05:46

3 - Alternatives to negotiation.mp4

02:04

4 - Strategic and tactical negotiation.mp4

03:20

5 - Negotiation in relation to the procurement and supply cycle.mp4

08:25

6 - Negotiating in the sourcing process.mp4

02:23

7 - Decision as to negotiate or to use competitive bidding.mp4

04:41

8 - Do you need posttender negotiation ptn.mp4

05:22

9 - Negotiating in conflict resolution.mp4

06:53

10 - Negotiating in team and stakeholder management.mp4

03:51

11 - Stakeholder management in negotiations.mp4

06:23

12 - STAKEHOLDERS MAPPING Prioritizing the stakeholders and their needs.mp4

07:02

3 - The types of approaches that can be pursued in commercial negotiations

13 - Understanding objectives and outcomes in negotiation.mp4

07:14

14 - Conflict management style.mp4

08:38

15 - Collaborativeintegrative winwin approach to negotiation.mp4

07:12

16 - Distributive winlose approaches to negotiations.mp4

05:57

17 - Pragmatic and principled styles of negotiation.mp4

07:40

18 - Setting targets and creating a best alternative to a negotiated agreement BATNA.mp4

03:02

19 - BATNA Best alternative to a negotiated agreement.mp4

05:37

4 - How the BALANCE OF POWER in commercial negotiations can affect outcomes

20 - Introduction and modules overview.mp4

02:29

21 - What is power.mp4

01:48

22 - Importance of power and getting a win with it.mp4

02:02

23 - Power in buyersupplier relationships.mp4

03:04

24 - Sources of power and leverage.mp4

09:48

25 - DOWNLOAD Negotiation power cheat sheet.html

25 - Negotiation-power-cheat-sheet.pdf

26 - Organizational power in negotiation context.mp4

01:53

27 - LEVEL 1 Macro environment PESTELSTEEPLE analysis.mp4

04:47

28 - LEVEL 2 Micro environment industry structure PORTERS FIVE FORCES ANALYSIS.mp4

04:00

29 - LEVEL 3 ONEONONE BUYER SUPPLIERDYNAMICS.mp4

05:03

30 - Factors that will make a supplier keen to do business with a buyer.mp4

02:24

31 - DOWNLOAD your work plan for this section.html

31 - POWER-IN-NEG-WORKBOOK.pdf

5 - Before you continue

32 - Just a Quick one.mp4

00:53

6 - Analyse criteria that can be used in a commercial negotiation

33 - 5 Questions to prepare you for negotiations.mp4

11:21

34 - Defining the issues for negotiation.mp4

02:18

35 - Defining the currencies for negotiation.mp4

01:52

36 - The bargaining mix.mp4

01:58

37 - Effective objectives for negotiations.mp4

04:12

38 - Negotiation ranges positions Interests.mp4

04:28

39 - Opening and presenting issues.mp4

03:49

40 - DOWNLOAD your work plan for this section.html

40 - Work-book-Analyzing-criteria-that-can-be-used-in-a-commercial-negotiation.pdf

7 - Identifying the resources required for a negotiation

41 - Resources needed to support negotiation.mp4

02:50

42 - The choice of location in negotiation.mp4

02:26

43 - Involving appropriate colleagues.mp4

03:17

44 - Virtual meeting options.mp4

04:22

45 - DOWNLOAD your work plan for this section.html

45 - IDENTIFYING-THE-RESOURCES-REQUIRED-FOR-A-NEGOTIATION.pdf

8 - Identify the stages of a commercial negotiation

46 - Overview and negotiation stages.mp4

04:04

47 - Planning and preparation.mp4

04:09

48 - DOWNLOAD Negotiation preparation and planning checklist.html

48 - pre-negotiation-planning-checklist.pdf

49 - Opening.mp4

02:58

50 - DOWNLOAD Practical opening scenarios in Negotiations.html

50 - DOWNLOAD-Practical-opening-scenarios-in-Negotiations.pdf

51 - Testing and proposing.mp4

05:46

52 - DOWNLOAD Top 10 assumptions made in purchasing and supplies negotiation.html

52 - TOP-10-ASSUMPTIONS-MADE-DURING-PROCUREMENT-NEGOTIATIONS.pdf

53 - Bargaining.mp4

06:13

54 - Agreement and closure.mp4

03:43

Description

Learn how to negotiate and win in purchasing and supply

What You'll Learn?

How to analyze approaches to the negotiation of agreements made with external parties
How to prepare for commercial negotiations
What techniques are available to ensure successful outcomes in negotiations
How to formulate a negotiation strategy

Who is this for?

Anyone interest in learning how to negotiate

Procurement students

CIPS students

Contract managers

Mba students

Procurement and purchasing executives

What You Need to Know?

Curiosity, Willingness to learn and ask questions when you feel stuck

More details

Description
Here is a quick one

The creation of formalised agreements is a critical part of the success of any organisation.

Which means anytime you are involved in buying and selling, basically procurement activities, you have to be good at negotiating otherwise you will fail and let your organization down!

This negotiation in procurement course will enable you to:

Analyze approaches to the negotiation of agreements made with external parties,
Learn how to prepare for them
and What techniques are available to ensure successful outcomes.

In fact, you will have a series of downloadable materials and workbook that will help you come up with your own negotiation strategies as you go along with the lessons

Practice exercises are also going to be part of the lessons so that you can test what you have learnt in each module

SO, WHAT EXACTLY ARE YOU GOING TO LEARN HERE?

For starters you will be able to Understand key approaches in the negotiation of commercial agreements with external organisations

And this will mean being able to;

Analyse the application of commercial negotiations in the work of procurement and supply
Differentiate between the types of approaches that can be pursued in commercial negotiations
Explain how the balance of power in commercial negotiations can affect outcomes
The second thing is to Know how to prepare for negotiations with external organisations
And that means being in a position to;

Analyse criteria that can be used in a commercial negotiation
As well as Identify the resources required for a negotiation
So now that you know the approaches that can be used in negotiations and how to prepare for negotiations, you will the go ahead and learn how commercial negotiations should be undertaken
This is important because most people just end up confusing bargaining, which is just giving terms upon which you will settle, with negotiations.

Bargaining is just a step or a stage in negotiations

in this case you will learn about the stage in negotiations and what is expected of you in each stage

Look there are a lot to learn here and you have downloadable workbook and other resource like practice exercises to guide you along

So, letâ€™s get started!
Who this course is for:
Anyone interest in learning how to negotiate
Procurement students
CIPS students
Contract managers
Mba students
Procurement and purchasing executives

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Moses Manuel has over ten years’ experience in lecturing BUSINESS, LEGAL & DEVELOPMENT related studies He is the founder of ZERITE NETWORK, an educational company that makes it easy for students to access educational materials and interact with each other making education available for all . He is also the host of the ZERITE NETWORK channel which brings you weekly episodes on BUSINESS, FINANCE and LAW

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