Advanced Purchase Negotiation Certification Course

Advanced Purchase Negotiation course focuses on equipping individuals with the skills and knowledge to excel in complex negotiation scenarios within procurement and supply chain management. This course typically delve into advanced techniques, strategic thinking, and ethical considerations to help professionals achieve optimal outcomes in negotiations with suppliers and stakeholders.

Day 1: Foundations & Strategic Approaches

Session 1 – Introduction & Purchase Business Environment Analysis

· Understanding the Business Environment

· Porter’s Five Forces Analysis

· Relationship Matrix with Five Forces

· Developing Key Focus Areas

Session 2 – Purchasing and Negotiation

· Understanding Negotiation as a tool

Session 3 – Orchestrating the Negotiation Process

· Understanding Key Purchase Objectives

· Methodology of Sequencing, Mapping Parties, and Interests

· Addressing Cognitive Errors, Perceptions, and Biases

Lunch Break

Session 4 – Strategic Sourcing & Supplier Analysis

· Thinking and Controlling the Optics

· Understanding The Kraljic Matrix

· Segmentation of Suppliers based on the Kraljic Matrix

· Correlation of ABC and XYZ Inventory Matrix with Purchasing Focus

· Analysing Interests, Constraints, Alternatives, and Perspectives

Session 5- Advanced Negotiation Techniques

· Best Alternative to a Negotiated Agreement (BATNA)

· Worst Alternative to a Negotiated Agreement (WATNA)

· Target Point Negotiations

· Identifying Zone of Potential Agreement (ZOPA) or Bargaining Range

· Distributive (Zero-Sum) Negotiations

· Integrative (Non-Zero-Sum) Negotiations

Day 2: Contract Execution & Negotiation

Session 6 – Contract Initiation & RFQ Process Best Practices

· Best Practices for RFQ (Request for Quotation) Process

· Contract Negotiation Strategies

· Transportation, Delivery, and Incoterms

· Risk Mitigation Strategies in Purchasing Contracts

Session 7 – Financial & Performance Security in Contracts

· Letters of Credit, Bank Guarantees, and Performance Guarantees

· Managing Supplier Financial Health & Risk Assessment

Session 8- Handling Crisis Situations in Procurement

· Addressing Supply Chain Interruptions, Labor Strikes, and Equipment Failures

· Handling Service Provider Withdrawals Due to Financial Downturns

· Termination, Extensions, Adjustments, and Support Considerations

Lunch Break

Session 9 – Advanced Vendor Relationship & Risk Mitigation Strategies

· Managing Aggressive Bidders & Long-Term Vendor Relationships

· Negotiating with Limited Power: Leveraging Strategies & Data-Driven Decision-M

Session 10 – Group Activities & Case Study Discussions

· Supplier warranty default post-contract

· Service provider financial downturn impacting execution

· Handling aggressive bidders (cost, quality, and delivery)

The course is designed for professionals in the manufacturing, services, logistics, and supply-chain sectors, these can include:

CXOs and other senior executives in decision-making positions or technical roles
Managers responsible for key deliverables in large-scale operations
Entrepreneurs; management and growth consultants

Trainer Profile:

Ujjwal Basu – Business Strategic Specialist

23+ years of learning in Commercial negotiations, Procurement, Vendor Management, Supply Chain, Production Planning, Logistics, Purchasing, Warehousing, Sales and after sales. Domestic and Global, Lead – Asia Pacific team, exposure to Middle east, EU and US. Worked in varied Industries – Automobile, Media, ITES, Chemicals, Logistics, FMCG and Other Manufacturing. Worked in various Green and Brown field projects. Currently working as Business Consultant with Multiple organizations.

A highly impactful Strategic specialist, with diversified experience in Integrated Supply Chain Management and International Business acumen with various Industry knowledge viz. Automobile, Media, ITES, Chemicals, Green Mobility, Supply Chain and Other Manufacturing organizations having over two decades of experience in the field of Sourcing Management, Logistics, Value Chain, Inventory Management, Plant Operations, Production Planning, Brand, Customer Relationship Management and handling multiple green field projects. Experience of handling Domestic, Asia Pacific, Middle East and US territories. Worked in top Indian and Global brands like ABP Pvt Ltd, General Motors India, Tata Motors, Avaya India, Johnson Matthey India, Fogla Corp. Contributed in business strategy formulation and achieving volumetric business growth, business process reengineering and change management, supplier consolidation and cost optimization.

Delivery: ZOOM Meeting

Contact Details :

Revati Khare || Deputy  Director
Email : revati.khare@bombaychamber.com
Mobile No : 9892029473