2-Day Course

Effective Negotiation Skills in Supply Management    

Time : 9 am ~5pm / Venue : Hotel/s in PJ    

Course Intro :

Negotiation is one of the most important as well as interesting and challenging aspects of supply management. Increasingly, negotiations are conducted by cross functional teams. They are well coordinated in order to function as an integral entity of the supply cycle.

Course Highlights :

·        Re-defined the elements of negotiation

·        Strategizing negotiation for relationship effort

·        Leveraging cross functional with negotiation

·        Using successful negotiation to sustain profit

Course Outline :

·        Understanding the term 'negotiation' in the context of the supply chain

·        The 7 objectives for procurement or sales negotiations focusing 3 major variables.

·        Analyzing the price, performance, control, cooperation and relationship factors

·        The circumstances dictating the usage of negotiation with quality, service and price

·        The formal negotiation process consisting of preparation, discussion and debriefing.

·        Establishing objectives in negotiation using the minimum and maximum positioning

·        The 5 powerful negotiation activities of Batna, Agenda, Mock, Cribsheets and Draft

·        The strategies of Co-Creative Synergies of vision, integrity, trust and attitude

·        The 3 divisions of negotiation techniques into universal, transactional and alliance

·        The dynamics of transactional negotiation for win-win or win-lose situations

·        Format for documentation of negotiation from introductory to summary

·        A unilateral strategy in the context of international negotiations

·        Practical approaches and selected group assignments

·        Appreciating the success of a model global company

Course Leader    

Mr Steven Kum (MBA, USA) is a fellow of the Inst of Freight Forwarders (UK), the Inst of Logistics & Transport (UK), Inst of Business Administration (UK), Professional  member of the Logistics & Supply Chain Management  Society (Australia) and former  Vice Chairman of Persatuan Logistik Selangor. 

He has more than 25 years of hands-on experience in the field of international trade and procurement, freight and logistics operations. He was the managing director of Transaltas Group, a network of logistics service provider (3 PL) with regional offices in UK, USA, Australia and Asia.

His recent contractual appointment includes Business Development Manager for Lensveld Logistics of Holland, Country Manager for esprit Shipping of Hong Kong and Director of Sales for Karl Schroff Associate of USA.

He is now affiliated with Cambridge International College (UK) and Durham Logistics college 9UK) as training Consultant for Malaysia and with Logis Supply Chain Solutions (Singapore) as Associate Consultant.  

Course Fee:

(CLAIMABLE UNDER HRDF / SBL SCHEME)

• RM 880.00 per participant
• RM 830.00 Per Participant for 2 or more  participants

(Fees are inclusive of tea break, lunch, course materials and certificate of attendance)