Negotiation Power For Purchasing , 11 - 12 Juni 2015

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Procurement Series :

NEGOTIATION POWER FOR PURCHASING

“Bagaimana buyer bernegosiasi dengan salesman supplier yang telah mendapatkan banyak pelatihan negosiasi ”

11 - 12 Juni 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    

 

OTHER FOLLOWING SCHEDULE

 Jadwal Public Class 2015 MARKSHARE Training  

TRAINING	Juni	Juli
Excellent Management System : Managerial & Leadership skill	9 -10
Problem Solving & Decision Making	11 - 12
Anger Management Skill	11
Basic HRM		1 - 2
Business Excellence	23 – 24
Creative Analytical Thingking	19 -20
Effektive Time Management	25 - 26
Corporate Journalism	16 - 17
General Affairs Program	11 - 12
Public Speaking	18 - 19
Managing Office & 5 S with filing system	16 - 17
Negotiation & Lobbying skill	23 - 24
Techical Report Writing	18 - 19
Cara Penyusunan Gaji with 3P	25 - 26
Star Trainer : Training for Trainer
Training Needs Analyst ( TNA )	4 - 5	6 - 7
Infographic with Powerpoint	25
Building Service Excellence with your team	9 - 10
Effective Communication & Interpersonal skill	9 - 10
Powerpoin Do More		7
The Art Presentation Skill	4 - 5
Best Practice Warehouse Management	17 - 18
Supply Chain Management	18 - 19
Procurement management		6 - 7
Negotiation For Purchasing	11 - 12
Marketing Analyst	23 - 24
New Product Development ( NPD )		6 - 7
Sales for Supervisor	11 - 12
Sales Insight		2 - 3
The 7 selling skill for sales people		2 - 3
Know Your Customer ( KYC )		9 - 10
Finance for Non Finance	11 - 12
Cash Managemet	18 - 19
Cara Penyusunan SOP & KPI	9 - 10

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