MAWA EVENTS SDN BHD (4 DAYS) WORKSHOP

NEGOTIATION SKILLS FOR COST-EFFECTIVE PROCUREMENT & CONTRACTS

17 - 20 DECEMBER, 2017. NASSIMA ROYAL HOTEL. DUBAI. UAE

Improve capability in negotiation behaviors at each stage of the process and confidence in terms of designing and executing negotiation plans.

ABOUT THIS COURSE

The role of negotiating is not just about the final pre-award price discussions and/or for claims and variations. It applies throughout the whole process: pre and post-contract award;
internally and externally; and embraces many other aspects including time, quality, HSSE........

Negotiation provides the key to the management of the interfaces involved in managing the new and complex relationships that have evolved through the need for businesses to reduce
the cost of bought in Goods and Services. In order for a negotiation to succeed everyone involved needs to have the necessary skills and fresh thinking to be able to contribute.

Achieving organizational objectives from the supply market requires a sound approach to procurement and effective use of influencing, persuasion and negotiation skills to change
attitude, persuade others to our opinions and agree both commercial and operational outcomes. These skills are essential for agreeing contractual arrangements at the outset of a
contract and then managing both commercial and operational issues during the implementation, management and review phases of the contract life-cycle.

This 4 day course is designed to enhance awareness of key concepts relating to negotiation and essential procurement and contract management skills, and provide a safe environment
in which to experiment, practice and receive feedback using real play procurement and contract management scenarios (using video if preferred).

OUTCOMES

ON COMPLETION OF THIS COURSE DELEGATES WILL BE BETTER ABLE TO:

Negotiate more confidently, both commercially and operationally, with suppliers and other contract stakeholders.
Prepare for negotiations
Adopt new approaches to influencing and negotiating with suppliers and stakeholders, especially where predominant styles are not being effective.
Understand the interpersonal dynamics involved in managing and motivating suppliers.
Optimise the contract terms agreed and performance achieved from suppliers.
Manage the performance of suppliers through giving constructive feedback
Establish and maintain sound business relationships with supplier personnel and organisations.
Understand requirements from regulatory agencies and other organizations in relation to supplier and vendor approvals and qualifications, including procedural and
documentation needs. This will include an understanding which types of vendors are under regulatory agency control and which are not
Be able to develop adequate procedural and documentation controls for the selection, approval and qualification (certification) of vendors and suppliers. This includes the
development of an audit program designed with different levels of formality depending on the criticality (risk-based) of the material/component/service being provided
Understand that controls are not limited to materials and components but also apply to contract service providers such as CROs, calibrations, laboratories, maintenance,
contract manufacturing/packaging and others, including software vendors and data hosting providers
Be able to develop a quality agreement/contract with your suppliers/vendors that will define responsibilities and have adequate controls and documentation to maintain a
business relationship based on trust and communication
Be able to proactively protect the quality of your products and effectively handle any deviations and non-conformities

TARGET AUDIENCE

All those involved in any step of contract pre-award phase of the contracting process including personnel involved in determining the best contracting strategy, sourcing decisions and
contract provisions necessary to ensure successful contract management. The course will be valuable for those who are respons ible for, or involved in, supplier/vendor management,
qualification, procurement or maintenance. Manufacturing, Development, R&D, Validation and QA/RA personnel will benefit as the course de tails all the steps necessary to carefully
document and conduct the process of vendor selection while working within the confines of a risk-based audit system.

Third-parties looking to gain insight into how firms select and manage their outside vendors will also find this course extremely useful.
Exporters, Importers, Trade Financiers, Commodity Traders, Contract Administrators / Managers, Purchasing / Procurement Officers,
Claims Personnel, Business Development Managers, Account Managers, Project Managers, Finance & Bank Personnel.

COURSE METHODOLOGY:

Lectures and Power Point Presentation

Case Studies and Self Questioner
Concepts, Techniques and sharing Practical Experience
Visual Aid (Video Simulation )
Role Plays
Individual and Group Exercises
Pre and Post test
Individual Assessment During the Class
Troubleshooting Techniques

FOR INQUIRIES & REGISTRATION CONTACT:

Tel: +60 3 20274751 Fax: +60 3 7865 1533 Email: waseem@mawaevents.com web: www.mawaevents.com
 COURSE CONTENTS

DAY 1:

NEGOTIATION SKILLS
As a buyer, you need to interact with suppliers for various deals. The success or failure of the deal depends on how effectively you are able to negotiate with your
suppliers. To gain maximum advantage from the suppliers, you need to keep in mind certain principles of negotiation. Negotiation is a process in which you and your
supplier with conflicting requirements reach an agreement of mutual interest. It is thus all about creating a movement between each other.

The objective of the negotiation process is to ensure the supply of five rights: right product or service at the right price, right time, right location and right quantity. You
will have to balance these rights i.e. a faster product delivery may result in a higher price.

PREPARING A NEGOTIATION
Before making a deal, you need to prepare for it. You need to gather all the important information that you may need to successfully execute the best possible deal. If you
are prepared, you can steer the way the negotiation moves forward and close it to your advantage.

Before you contact the suppliers, you need to do some homework. You need to gather information such as your timelines and budget for the deal.
You have to prepare and decide upfront the critical issues for the deal and what your targets are. Every deal has some critical issues. To identify these issues, think what
your internal customers are expecting from you. After identifying the critical issues, you should put a target on each issue before you enter a negotiation.
For every issue, decide a wow and a walk-away target. These are two ends of a spectrum.

OPENING A NEGOTIATION
Opening the negotiation is all about starting on a friendly note and building a climate for the negotiation, understanding th e offer and listening attentively to what the
supplier has to say. In most circumstances, let the supplier talk first and try to delay your opening offer as much as possible.
Let the supplier give you his one-way concessions and then make your offer.

CONDUCTING A NEGOTIATION
After you have understood the suppliers offer, you should present your offer. Discuss all the negotiable requirements you id entified before starting to negotiate and
bargain to get the most favorable offer on each requirement. Part of being a good negotiator is to extract information from the other party by asking relevant questions.
The questions you ask and the manner in which you ask them can impact the results of your negotiation.

CLOSING A NEGOTIATION
During a negotiation, you will come across several signals indicating it is time to close the deal. When the supplier starts accepting your terms and conditions and presents
very few counter offers, the supplier is willing to close the deal.
Before closing the deal, summarise all the points you have discussed to avoid any disagreements at the time of signing the contract.

Suppliers may ask for a concession at the time of closing the deal. In such a situation, you should consider the importance o f the deal, the time you have spent on
negotiation, the alternatives and the nature of suppliers demand. If the demand is not critical, it is not worth negotiating at this stage. If the supplier asks for a concession
on a critical component, you must not accept it. You should handle it by giving a credible explanation.

DAY 2:

PREPARING FOR NEGOTIATION NEGOTIATION STRATEGIES

Issues Characteristics of competitive and collaborative strategies
Positions Situational experimentation
Primary vs. secondary issues Behavioral congruence
Conducting the Negotiation Selecting strategies
Practical implications
CREATING RAPPORT
Exploratory contacts UNDERSTANDING YOUR STYLE OF NEGOTIATION
Hard-core bargaining Behavior
Closure and agreement Motivation
Influencing the Other Party Analytic-autonomizing
Assertive-directing
65 COMPETITIVE TECHNIQUES Altruistic-nurturing
Reasoning techniques Flexible-cohering
Power techniques Personal strengths
Rapport techniques Personal weaknesses
Two collaborative approaches
Reciprocity IDENTIFYING YOUR NEGOTIATION STRENGTHS
Problem solving Understanding your natural style
Exerting influence and settling disagreements Combining your natural style with a formal, systematic approach
Enhancing your natural power
NEGOTIATION SKILLS
Listening CHARACTERISTICS OF AN EFFECTIVE NEGOTIATOR
Questioning Flexible
Verbal and nonverbal skills Goal-oriented
Persuasion Time-oriented
Stating positions Objective
Probing for positions Strategizing
Reinforcing the giving of concessions Reasonable
Reducing tension Empowered
Reaching closure Information-oriented

FOR INQUIRIES & REGISTRATION CONTACT:

Tel: +60 3 20274751 Fax: +60 3 7865 1533 Email: waseem@mawaevents.com web: www.mawaevents.com
 COURSE CONTENTS

DAY 3:

DEVELOPING A NEGOTIATION STRATEGY

The meaning of strategy in negotiations

Short-term objectives
Long-term objectives
Acquisition planning requirements
Key considerationsquality, cost, and schedule
Intraorganizational problemsfunctional disputes, team development, discipline, cohesion, organizational, expectations, and management involvement
Interorganizational problemssecurity; intelligence; strengths and weaknesses of market position; and, past, present, and future relationships

DOCUMENTING NEGOTIATIONS

The importance of good documentation

The price negotiation memorandum
Post negotiation clearances and approvals

DAY 4:

THE FRAMEWORK FOR OBTAINING AND SELECTING OFFERS

UNIT SUMMARY

This Unit provides a brief introduction to the concepts and definitions used in developing solutions to obtaining and selecting offers. This Unit explores when the different
strategies and bases for evaluation are appropriate with reference to the Supply-Positioning model. This Unit describes four main approaches to obtaining and selecting
offers: informal, enquiry-reply, formal tendering and using e-marketplaces. It describes when to use each of these approaches, and why and also outlines how to implement
them.

LEARNING OBJECTIVES

Describe the key terms related to obtaining offers.

List three prerequisites to obtaining offers.
Review and understand the negotiation process and key stages
Developing ad negotiation strategy
Objective setting, planning and preparing for negotiations
Understand effective behaviours in negotiation
Effective Influencing styles in procurement and contract management
Persuasion and power and their role in negotiation and supplier management.
Developing relationships and handling conflict
Giving constructive feedback to manage performance
Describe the three main dimensions that influence how you obtain and select suppliers offer.
Outline the main stages of the process to be followed in this connection.
Describe the main approaches to apply when obtaining and selecting offers for each of the four categories of purchase items: routine, leverage, bottleneck and critical.
Describe the following four methods of obtaining offers:
Informal process
Enquiry-quotation process
Formal tendering process
Using electronic marketplaces
Select the most appropriate method to apply for each of your purchases.

UNIT CONTENTS

Getting it right
The terms and what they mean
What to do before you start
Increased rigour in negotiation preparation and planning to ensure the teams are well prepared when they reach the table. More confidence in facilitating the team to
ensure each team member knows what to do and say at each phase of the process. Less likelihood of increased risk through the negotiation process being delayed,
subverted or failing to deliver the required outcomes.
Alternative approaches to obtaining and selecting offers
Overview of the process
The link to supply strategy
Routine items
Leverage items
Bottleneck items
Critical items
The informal approach
The enquiry-quotation approach
Formal tendering
Using e-market places to obtain offers
Conclusion

FOR INQUIRIES & REGISTRATION CONTACT:

Tel: +60 3 20274751 Fax: +60 3 7865 1533 Email: waseem@mawaevents.com web: www.mawaevents.com
 ABOUT YOUR COURSE FACILITATOR:

MR. MUHAMMAD ASGHAR

ACCREDITED MASTER TRAINER & PRINCIPAL CONSULTANT: PROCUREMENT & SUPPLY CHAIN MANAGEMENT

Fellow CIPS (UK), CMILT (UK), MIQA (UK), SMASQ (USA)

Diploma (Distinction) & Master Trainer- International Purchasing & Supply Chain Management
(Approved & Certified by: ITC-World Trade Organization / UNCTAD), Geneva - Switzerland)MA (IR), B.Sc., LL.B.

Muhammad Asghar, who has earned the degrees of B. Sc., LL.B., MA (International Relations) and MA (P) (Economics), is presently working for a UK based international business
management consulting company.

He is also a member of American Society for Quality (USA), and Institute of Quality Assurance (UK), besides being a Certified Lead Assessor & IRCA (UK) Registered Auditor and
facilitator for the ISO 9001, ISO 14001 OHSAS 18001 and Business Excellence Model. He is a Senior Assessor for Dubai Quality Awards, Dubai Service Excellence Scheme, and
Sheikh Khalifa Excellence Award (Abu Dhabi Government). He also provides his expertise evaluations for the prestigious awards like Emirates Business Women Award.

He is a graduate and Corporate Member of the Chartered Institute of Purchasing & Supply (England), Member of Institute of Managemen t ( UK ) and Chartered Member of Institute
of Logistics & Transport ( UK ). He possesses 18 years versatile professional consulting / training / facilitation experience (which includes his logistics operations leadership
experience, a Naval L/Commander, with United Nations Naval Task Force. He regularly speaks at the global professional conferences and has designed dozens of professional training
courses / seminars / workshops, during his career. During his naval career he has remained instrumental in the strategic procurement and supply chain support, and Quality Assurance
Systems needed for Strategic & Tactical Naval Operations.

He is experienced in providing business consulting & training services to public sector organizations, oil sector companies, fin ancial institutions & banks, trading & retail,
telecommunications industry and educational institutions etc. across the Middle East. He is a popular speaker at the regional professional conferences & forums.
He is also tutoring for the Chartered Institute of Purchasing & Supply (CIPS, UK) prescribed qualification courses on behalf of a UK based training & consulting firm. His professional
excellence and competence standards have been recognized by Dubai Government & the Business Community.

MAJOR PROFESSIONAL DISTINCTIONS, HONORS & ACHIEVEMENTS

Fellow - Chartered Institute of Purchasing and Supply (FCIPS) ( UK ) (Conducting CIPS Courses since 1999)
Diploma(Distinction) & Master Trainer- International Purchasing & Supply Chain Management
(Accredited by: ITC-World Trade Organisation / UNCTAD), Geneva - Switzerland) (Conducting Certification Courses since 2005)
Chief Instructor Sales & Marketing ( Institute of Sales & Marketing Management, UK )
Lead Six Sigma Trainer & Consultant Six Sigma Programs
Lead Assessor ISO Management Systems ( IRCA , UK ) (9001, 14001, OH SA S 18001, BS 7799 )
Certified Six Sigma Black Belt (Harrington Institute, U SA )
Business Excellence Model : Senior Assessor ( for Dubai Quality Awards - Dubai Government )
And (Sheikh Khalifa Excellence Awards Abu Dhabi Government)
Assessor Dubai Service Excellence Scheme (Government of Dubai)
Judge - Emirates Business Women Award
Service Excellence Award Emirates Bank Group (EBG) (Twice in 1999 & 2000)
Ideas in Action Champion (for Creative Ideas & Continual Improvement) (EBG)
Selected & Listed in USAs Marquis Whos Who (Science & Engineering)
Selected & Listed in USAs International Whos Who (Professionals)
Kellys Award (CIPS, UK) - Purchasing & Supply Excellence (Finalist)
Chartered Member - Institute of Logistics and Transport (CM ILT)( UK )
Member - Institute of Management (M I Mgmt) (UK)
Senior Member American Society for Quality (SMASQ) (USA)
Member Institute of Quality Assurance (MIQA) (UK)
Former Secretary General - Dubai Quality Group
Executive Board Committee Member (SCLG) Dubai Chamber of Commerce & Industry

THE CERTIFICATE
MAWA GROUP Certificate of Completion for delegates who attend and complete the training course will be provided.

REGISTER NOW TO AVOID ANY DISAAPOINTMENTS LATER!!!

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Tel: +60 3 20274751 Fax: +60 3 7865 1533 Email: waseem@mawaevents.com web: www.mawaevents.com
 NEGOTIATION SKILLS FOR COST-EFFECTIVE PROCUREMENT & CONTRACTS
17 - 20 DECEMBER, 2017. NASSIMA ROYAL HOTEL. DUBAI. UAE REGISTRATION FORM

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