THE FUNDAMENTALS OF NEGOTIATIONS


14th March 2019 |  KUALA LUMPUR
by Sudhakaran Ayyapan

*** HRDF CLAIMABLE ***


COURSE OVERVIEW

The1 day training program addresses out of the box approach towards Negotiations. The participants will be going through a step by step process focused on six key fundamentals of negotiations that focuses on maximizing value and enhance collaborative eapproach. The interactive workshop style program is designed to bring participants to understand, involve, create, innovate and lead in identifying opportunities, build relationship, collaborate and leverage the participant’s strength to negotiate with confidence for success.

WHAT WILL YOU LEARN OUT OF THIS INTERACTIVE COURSE?

 

ü  Identify and understand your bargaining style

ü  To identify opportunities and challenges

ü  Able to understand the needs and wants of counter party

ü  How to create trust and tactical empathy

ü  How to shape what is a fair deal

ü  How to calibrate questions to transform conflict into collaborations

ü  How to identify and create breakthroughs

WHO SHOULD ATTEND?

  • Procurement Manager, Sourcing Executive, Buyer
  • Contract Manager, Contract Administration
  • Project Managers,
  • Finance and Administration Staff
  • Anyone interested in negotiations

The course is intensive but will make an effective use of delegates’ time.

 

COURSE OUTLINE

Part 1 – The Six Fundamentals of Negotiations

Fundamental 1: The Bargaining Style

Fundamental 2: Goals and expectations

Fundamental 3: Authoritative Standards and Norms

Fundamental 4: Relationships

Fundamental 5: Counterparty’s Interest

Fundamental 6: Leverage for Advantage

 

Part 2 – The Negotiation Process       

                               

Step 1: Preparing Your Strategy

Step 2: Exchanging Information

Step 3: Opening & Making Concessions

Step 4: Closing and Gaining Commitment

Part 3 – Ethics In Negotiations

Becoming an Effective Negotiator

Pitfalls in Negotiations and how to manage.



CONSULTANT : MR. SUDHAKARAN AYYAPAN

Sudhakaran Ayyappan is a Contract and Procurement professional with 15-years experience managing procurement and overall 28-years working experience in oil refining business. His hands-on experience puts him in unique position as a trainer that understands the business needs and objectives, market movement and the latest in procurement and supply chain related trends.

He specializes in contracts, purchasing, material management, warehousing, negotiations, coaching, Train The Trainer(in-house trainer), contract management, contract and procurement auditing, leadership and management. His vast experience in oil and gas has exposed him to wide array of category management for static equipment, rotating equipment, pipes, valves, flanges, tank seals, engineering and maintenance services as a regional Procurement Manager with Shell Malaysia Trading supporting refineries in Malaysia, Singapore, and the Philippines.

As the Contracts and Procurement Manager at Hengyuan Refining Company Port Dickson, he managed a team of 8 permanent staff and 14 contract staff. Among his key deliverables are developing department Vision and Mission, third party spend savings, ware house optimization, simplification of procurement process, manage key stake holders, manage supplier performance, coaching procurement staff, contract owner and contract holders, ensure health and safety objective s are met, develop and improve contract management system, develop company procurement strategy, manage compliance to procurement process and governance, manage tendering process, strengthen the robustness of supply chain, manage cost not price for business, lead and manage contractual claims and disputes, identify critical supply chain issues and develop solutions, develop staff training program and appraisal of staff.

IN HOUSE TRAINING

Pace Up Sdn Bhd can cater to your training needs and bring the course to your place at your own convenient dates. Contact us for more details and package.

REGISTRATION WILL BE CLOSED ON FRIDAY, 8 March 2019 AT 5:00 PM.

For more information & Registration, contact us @ MOGEC!

Contact Person : Khasmah

Tel                    :+ 03-2181 3153

Email                : This email address is being protected from spambots. You need JavaScript enabled to view it.

We appreciate if you could forward to your colleague who might be interested.

 

Thank you for your time!