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NEGOTIATION POWER FOR PURCHASING “Bagaimana buyer bernegosiasi dengan salesman supplier yang telah mendapatkan banyak pelatihan negosiasi ” 19 – 20 Maret 2015, Hotel Menara Peninsula, Jakarta
Ironisnya, keahlian negosiasi, meskipun merupakan kompetensi inti dalam purchasing, sudah secara tradisional menjadi keunggulan para professional sales. Memang banyak data menunjukkan training di bidang sales menekankan pada presentasi, komunikasi, dan teknik negosiasi. Sebaliknya, para professional purchasing belum mendapatkan jumlah training yang cukup untuk bidang tersebut. Training ini akan mengasah skill negosiasi khusus untuk purchaser/ buyer dengan menggabungkan teori dan praktek terbaik. Partsipan juga diajak untuk benegosiasi dgn metoda role play.
Sasaran Belajar
· Memahami konsep dasar supplier relationship. · Memahami konsep dasar negosiasi. · Menguasai aspek penting dalam bernegosasi: persiapan, strategi, dan taktik. · Memahami skill dan faktor yang mendukung negosiasi: komunikasi, interpersonal, Body Language. · Menggunakan template negosiasi
outline
Hari ke 1: 1. Sekilas ttg Supplier Relationship – Apakah anda perlu bernegosiasi dengan semua supplier anda? · Total Cost of Ownership (TCO) · Range of supplier relationship · Purchasing product portfolio 2. Mendefinisikan negosiasi · Pandangan permusuhan · Pandangan saling menguntungkan 3. TCO : total cost of ownership · 4 elemen TCO · Price Analysis · Cost Analysis · Dollars-and-numbers · Mendapatkan TCO terendah 4. Persiapan utk negosiasi 1 · Apa yg dapat dinegosiasikan? · Rencana negosiasi · Konsesi / kompromi · 3 levels dlm concession strategy · Negosiasi dgn concession strategy 5. Persiapan utk negosiasi 2 · Sertifikasi/ kualifikasi supplier · Checklist Sertifikasi supplier pendahuluan · The Do-ability assessment 6. Strategy negosiasi · Strategi: Win-Lose · Strategi: Lose-Win · Strategi: Lose-Lose · Strategi: Win-Win
Hari ke 2: 7. Communication skill · Elemene Lateral: Speaking, listening, reading · Elemen figurative: open mind, body language 8. Faktor interpersonal · Analytical · Practical · Amiable · Extravert 9. Taktik & kontra taktik · Maneuver · Flyers · Dll 10. Latihan/praktek/ role play: · 3 levels dlm concession strategy · Strategi negosiasi. · Template negosiasi · Taktik negosiasi
Metode pelatihan
Training akan difasilitasi oleh instruktur yang tersertifikasi oleh lembaga internasional dan mempunyai pengalaman praktis sebagai buyer , dengan pendekatan penerapan, interaktif, sharing pengalaman, role play, dan membuat rencana dan praktek negosiasi.
E. Workshop Leader:
R Andi, MBA, CSCP, CPP, CPPM Formal Education: S1(Bachelor Degree): Industrial Engineering from ITB, S2 (Master Degree): MBA from UGM. Certification: CSCP (Certified Supply Chain Professional) from APICS-USA, CPP (Certified Purchasing Professional) and CPPM (Certified Professional Purchasing Manager) from American Purchasing Society (APS-USA). Certified APICS trainer. Participated in some training in domestic and foreign countries. Job experience in Operation Management area in some MNC companies: Energy company, FMCG, Pharmaceutical Distribution Companies, Electronic Manufacturing company. Areas of Expertise: SCM, Purchasing Management, Transportation, Distribution, Export Import, Project Procurement & Project Logistics, QHSE |
Cost Reduction and Risk Mitigation in Purchasing Hotel Menara Peninsula, Jakarta, 30 – 31 Maret 2015 Salah satu cara yang paling efektif bagi perusahaan dalam meningkatkan profit adalah mengurangi cost dalam area purchasing. Ini disebabkan area purchasing bertanggung jawab antara 50-80 % biaya dalam struktur biaya produk. Berhubungan dengan biaya, team purchasing juga dituntut untuk bisa mengidentifikasi dan memitigasi resiko dalam area purchasing.
Sasaran belajar
Diakhir pelatihan ini peserta akan dapat:
Siapa Yang Harus Hadir
Manager level menengah atas dalam area Purchasing dan area yang terkait langsung seperti Supply Chain, logistics, produksi dsb dan area yang tidak terkait langsung seperti Sales, Finance, HR, Planning, dll.
COURSE OUTLINE
o Definisi dan Lingkup o Peran procurement dalam Supply Chain o Menterjemahkan strategi prshn o Strategic vs operational procurement o Issue, konsep, dan tool praktis, step2 pendekatan strategic sourcing o Centralized vs Decentralized Purchasing System o Supply Plan o Purchasing process o Spesifikasi kebutuhan o Supplier Relationship mgmt o Purchasing negotiation o Definisi o Bentuk Resiko o Menilai Resiko o Memitigasi Resiko Signifikan o Purchasing Risk Response Plan Cost Management dalam Purchasing: o Definisi o Scope o Mengontrol cost dgn program cost saving o Cost saving plan
Metode pelatihan
Pelatihan ini menggunakan metode interaktif, dimana peserta dikenalkan kepada konsep, diberikan contoh aplikasinya, studi kasus, berlatih menggunakan konsep dgn tool yg ada , mendiskusikan proses dan hasil latihan.
Workshop Leader: R Andi, MBA, CSCP, CPP, CPPM
Formal Education: S1(Bachelor Degree): Industrial Engineering from ITB, S2 (Master Degree): MBA from UGM. Certification: CSCP (Certified Supply Chain Professional) from APICS-USA, CPP (Certified Purchasing Professional) and CPPM (Certified Professional Purchasing Manager) from American Purchasing Society (APS-USA). Certified APICS trainer. Certified QMS (ISO 9001) Lead Auditor from IRCA. Participated in some training in domestic and foreign countries. Job experience in Operation Management area in some MNC companies: Energy company, FMCG, Pharmaceutical Distribution Companies, Electronic Manufacturing company. Areas of Expertise: SCM, Purchasing Management, Transportation, Distribution, Export Import, Project Procurement & Project Logistics, QHSE
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OTHER FOLLOWING SCHEDULE
| Jadwal Public Class 2015 MARKSHARE Training | |
| MARET 2015 | |
| The Art Presentation skill | 2 - 3 maret 2015 |
| Advanced Secretary Program | 3 - 4 Maret 2015 |
| Extraordinary journalism corporate website | 5 - 6 Maret 2015 |
| HR Audit | 10 - 11 Maret 2015 |
| Technical Report Writing | 11 - 12 Maret 2015 |
| The 7 selling skill for sales people | 12 -13 Maret 2015 |
| Project Management | 17 - 18 Maret 2015 |
| Strategic business Plan | 17 -1 8 Maret 2015 |
| HR for Non HR | 18 - 19 Maret 2015 |
| Communication & Interpersonal Skill | 18 - 19 Maret 2015 |
| Sales For Supervisory | 19 - 20 Maret 2105 |
| Negotiation for purchasing | 19 - 20 Maret 2105 |
| Risk Management ( Bandung ) | 19 - 20 Maret 2105 |
| Coacing & Conseling | 24 - 25 Maret 2015 |
| Time Management | 25 -26 Maret 2015 |
| Finance for Non Finance | 26 - 27 Maret 2105 |
| Certified Recruitment Management | 26 - 27 Maret 2105 |
| Cost Reduction & Risk Mitigation | 30 - 31 Maret 2015 |
| Training Needs Analyst ( TNA ) | 30 – 31 Maret 2015 |
APRIL 2015
| Corporate Journalism | 1 - 2 April 2015 |
| excellence management system : managerial & Leadership skill | 9 - 10 April 2015 |
| Powerpoint Do More | 8-Apr-15 |
| Building Service Excellence Culture In Your Team | 14 - 15 April 2015 |
| Problem Solving and decision Making | 15 - 16 April 2015 |
| Sales Presentation Skill | 16 - 17 April 2015 |
| basic HRM | 16 - 17 April 2015 |
| Sales Insight | 16 - 17 April 2015 |
| Marketing Analist | 16 - 17 April 2015 |
| New Product Development ( NPD ) | 16 - 17 April 2015 |
| Know Your Customer ( KYC ) | 21 - 22 April 2015 |
| Supply Chain Management | 21 - 22 April 2015 |
| Star Trainer : Train for Trainers | 22 - 23 April 2015 |
| MOT : Is your really service Excellence | 22 - 23 April 2015 |
| best Practice Warehouse Management | 23 - 24 April 2015 |
| Creative Thingking | 23 - 24 April 2015 |
| Procurement Management | 28 - 29 April 2015 |
| Training Need Analyst ( TNA ) | 28 - 29 April 2015 |
| Business excellence | 29 - 30 April 2015 |
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