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Negotiation skills for Procurement and Contract Specialist Course

No Date Location Register
1 28 - 30 Oct 2019 Jakarta Register
2 06 - 08 Nov 2019 Bandung Register

OVERVIEW

We all negotiate every day. Much of our time is spent trying to reach agreement with others. We may try to negotiate in a cooperative spirit but frequently we find ourselves frustrated. We want to get to “Yes” but often the answer we get back is “No”. Negotiation is a dialogue intended to resolve disputes, to produce an agreement of actions, to bargain for individual or collective advantage or to satisfy various interests. Success in negotiation is about utilizing the latest strategies to your advantage. In complex and difficult procurement and contracting business, acquiring the right negotiations skills that fit for our situation is the key for successful outcome of both value and relationship.

OBJECTIVES

 

  • Establish tactics and strategies to equip you to become a more effective negotiator 
  • Build a long-term relationship to achieve a win-win solution 
  • Lead strategically negotiation when in a weak position  and deal with deadlock and objections 
  • Lead successful multiparty/ team negotiation 
  • Strategies to negotiate with private business vs. government agencies/ public organization, tactical preparation  and  negotiation process  during procurement  
  • Acquire essential contracting management skills for successful contract negotiations
  • Application to Oil & Gas Procurement Practices
  • Enhance understanding about common supply chain process and management  in oil and gas business
  • Enhance practical knowledge to function as a procurement or contract professional

TARGET PARTICIPANTS

Petroleum industry personnel who are responsible for negotiating the best possible terms of anagreement in public and private sectors and those negotiating resources and deliverables in projects and programs

COURSE CONTENTS

PREPARING FOR YOUR NEGOTIATION

  • Characteristic of Issues
  • Competitive Negotiations : Three approaches
  • Preparing to negotiate competitively
  • Negotiating the schedule and the budget : Typical Approach
  • Knowing the obstacles in winning the negotiation

NEGOTIATIONS  IN THE  PROCUREMENT  PHASE

  • Portfolio Analysis in Procurement: Value to Buyer vs. Number of Capable Suppliers
  • Contract as a Legal Documents vs. Agreement
  • Essential Terms of Contract
  • Key Contract Clauses

PRACTICAL TOOLS AND TECHNIQUES TO PREPARE FOR COMMERCIAL NEGOTIATIONS

  • Planning the negotiation
  • Analysing sources of power in the relationship
  • Setting negotiation objectives
  • Defining roles and responsibilities
  • Obtaining the mandate to negotiate
  • Practising key skills to improve outcomes

PRACTICE & SIMULATION ON NEGOTIATIONS  IN THE  PROCUREMENT  PHASE

  • Exercise : To Get Right  of Contract Terms
  • Contract Risks Management
  • Exercise : Contract Risk Identification and Mitigation Workshop
  • Contract Changes and Dispute Settlement
  • Claims
  • Exercise : Negotiation Case Studies  in Contract Changes, Disputes and Claims

NEGOTIATION IN CONTRACT DEVELOPMENT AND MANAGEMENT

  • Negotiation opportunities within the contracting cycle
  • Making Proposals and bargaining to transfer contract risks
  • Developing better contract terms through negotiation
  • Negotiation of contract variations and Change Orders
  • Negotiation in claims and disputes
  • Using third parties to facilitate a negotiated settlement

CLOSING THE DEAL

  • How to recognize closing signals
  • Confirmation and follow-up