Negotiation Skills For Purchasing Seminar

Seminar Outline:

Most companies are scrambling these days to squeeze extra profit out of every single business transaction. They are already operating at maximum efficiency, doing more with less, and doing it faster than ever before. Another obvious area to enhance profit potential is in the negotiation process with suppliers. Traditionally, purchasers have been at a disadvantage here, because suppliers have the benefit of successfully negotiating with numerous partners over time.

Our one-day Negotiation Skills for Purchasing seminar has been created to assist purchasing or procurement VPs, directors and managers; purchasing agents; newly appointed and experienced buyers and consultants; and executives in logistics and materials management functions in developing important negotiating skills that will level the playing field. This fast-paced, highly interactive training course makes use of case studies, small group activities and videotaped role-plays to help students practice new skills as they learn them. The insights to be gained from this course will enable you to go to the negotiating table with confidence and come away with a collaborative solution that makes sense for everyone involved.

● 讲师介绍

Walter E. Buczynski C.P.M., CPCM, MS

华特 柏辛斯基，硕士，终身认证采购经理，终身认证专业合同经理

Summary of Experience

Procurement/E-Procurement Director, Sony 索尼公司，采购总监

Vice President Manufacturing, Microspeed，微速公司，生产副总裁

COO, Pioneer? Electronics 先锋电子(深圳)，总运营官

Senior Manager, Supplier Management, SoCalGas，南加州燃气公司，供应商管理高级经理

Director of Materials, Diasonics公司， 材料总监

Senior Advisor, Manufacturing, SAIC公司，高级生产顾问

Materials Manager,? Counterpoint Computers公司，材料经理

Senior Subcontract Mgr, GTE 公司，高级合同经理

Contracting Officer, US Gov. 美国政府，授权合同官

Mr. Buczynski has over 30 years of key leadership roles with large and medium size corporations. His responsibilities covered eProcurement, Corporate Procurement, Operations, Materials Management, Manufacturing, Strategic Planning, Logistics, Supplier Quality Assurance and Information Systems Implementation. He has successfully implemented new Strategic Sourcing activities, Purchasing Card, and Supplier Alliance programs. He is currently acting COO of Pioneer Electronics, while taking a teaching role as Adjunct Professor at Shenzhen University and a consulting role at C&B Consulting Inc.

Accomplishments

Mr. Buczynski's accomplishments include articles and commentary in national publications. He continues to teach professional development courses while affiliated with the Institute of Supply Management (ISM), and has conducted many seminars and courses for the American Production Inventory Control Society (APICS), University of Southern California at Los Angeles (UCLA), and the University of California, Hayward. Mr. Buczynski is recognized as a subject matter expert in Strategic Sourcing, Internet Purchasing Systems, Negotiations, Procurement contracts and Purchasing Card programs, providing professional purchasing classes and sourcing information to many multi-national corporate customers.

Walter is a well balanced practitioner and training consultant. He has been working and teaching in China since 2003, and has developed a good understanding of the local sourcing culture. Amount his specialized courses are: Contracting and Contract Administration, Spend Analysis and Management; Effective P-CARD Program; Fundamentals of Sourcing, Bidding and Negotiation; Corporate and Service Procurement; Outsourcing Management, in addition to C.P.M. Training

Professional Attainment / Education Background

Lifetime Certified Purchasing Manager (C.P.M.) 认证采购经理（终身认证）

Lifetime Certified Professional Contracts Manager (CPCM). 认证专业合同经理

Masters Degree, Government, University of Oklahoma 美国俄克拉荷玛大学硕士

Author,Procurement Masters Degree Program, Golden Gate University 美国加州金桥大学采购学硕士课程编撰

Procurement Management Professor, St. Mary's College 美国圣玛丽学院采购管理教授

Manufacturing Management Instructor, UCLA 美国加州大学生产管理讲师

Adjunct Professor, Dept of Economics, Shenzhen University 深圳大学经济系教授

Purchasing Columnist, 2 years, Electronics Purchasing Magazine 电子采购杂志专栏家

Seminar Leader for Purchasing Subjects for over 20 years. 担当采购研讨会主持人 20年

Speaker at numerous Professional Supply Chain Conferences 专业供应链大会常邀发言人

Class Size: 10-20 (Please note that we can increase the class size for private seminars)

Length: 1 day

Time: 9:00 AM - 5:30 PM

内容精要

Seminar Objectives:

Participants in the Negotiation Skills For Purchasing seminar will learn to:

1. Negotiations Planning

Understanding your goals

Primary and Secondary Goals

Open-mindedness

Preparing you negotiations “conflict map”

What is the Map and Why use it

The Focus of the Map

Other Parties

Outlying map areas that effect your strategy

Single source negotiations

Markets

Relationships

The ‘who’ of the other side

Culture on the map

Organizing a negotiations Plan

Writing out the Plan

Objectives and approach to negotiations

“Sleep on it” Option

2. Team Negotiations planning and execution

Planning and Pre-negotiations Meeting

Team Strengths

Over-populating a team

Team Control

3. Doing it the Right Way

Understanding the negotiations process

Structure of the actual negotiations

The ‘How’ of the Process

Documentation, before and after

What is your strategy… consult your Map

Laws of Persuasion – six key principles

Understanding the Steps of “persuasion”,

Tactics in successful negotiations

High level: Deadlines, Take or Leave it

Process tactics: Low ball, Feint, Good & Bad Guy, Defer

Personality and Culture Issues

Negotiations Planning and Strategy case

SWOT Analysis

What is it

Review the Checklist

Look at the case and use the checklist.

4. Newer Negotiations Strategies for Supply Chain

Issue Negotiations

Eliminate Positioning

Find Common Ground

BATNA

What is it?

Timing is important, two areas for BATNA

BATNA and the other party

Dimensional Negotiations Considerations, a different Analysis