## Introduction

This training course on Effective Purchasing and Contract Negotiation Strategies challenges the misconception that anyone can successfully purchase and negotiate effectively. Many organizations, regardless of size, waste resources and profits due to this belief. By participating in this course, you can help prevent your organization from losing significant amounts of money. We will establish a solid understanding of the benefits of effective purchasing and how to create a high-performing purchasing function.

Success in purchasing also hinges on the ability to negotiate effectively—not just with external suppliers, but also with internal departments such as Engineering, Production, Finance, and Safety. Unfortunately, negotiations are often delegated to those least equipped to achieve successful outcomes, which can negatively impact the organization’s profitability and increase operational risks.

Participants will compare their understanding and capabilities against key principles of effective purchasing, taking away valuable concepts to benefit both their organization and their personal development.

This GLOMACS training course will cover:

– Objectives of an effective purchasing process and how to meet internal customer needs
– Fundamentals of negotiation processes
– Importance of precise specifications to minimize cost and risk
– Evaluating potential suppliers and managing the supply chain
– Tenders, bid evaluations, and analyzing price, cost, and value
– Legal aspects of contracts, including terms and conditions
– Preventing contract failures and assessing personal negotiation capabilities
– Common obstacles to effective negotiation and tools for success
– Essential negotiation elements and developing a personal action plan for improvement

### Objectives

By the end of this training course, participants will be able to:

– Establish an efficient and effective purchasing function
– Communicate more effectively both internally and externally
– Identify personal strengths and weaknesses in negotiation
– Understand contract needs and mitigate contractual risks
– Plan and conduct successful negotiations across different cultures
– Approach negotiations with confidence at all organizational levels

### Training Methodology

This course is highly interactive, encouraging delegates to connect the content with their own experiences and challenge existing perspectives through group discussions. Team-based exercises will cover key learning points, enabling delegates to explore problems and propose solutions. Small-scale negotiations will build up to a more complex negotiation on the final day. Each participant is expected to create an action plan to implement their learning back in the workplace.

### Organisational Impact

Participants will emerge as confident employees who challenge the status quo, ultimately improving purchasing performance while reducing costs and risks, thereby enhancing overall profitability.

– Identify key failures hindering purchasing success
– Cultivate individuals who can represent the function effectively at all levels
– Reduce the total costs associated with materials, equipment, and services while minimizing risk
– Shift from reactive to proactive purchasing strategies
– Protect the organization’s interests through improved negotiation and contract understanding
– Embed performance improvement as a core element of business management

### Personal Impact

Participants will gain:

– A clear understanding of best practices in purchasing and the confidence to advocate for necessary changes
– Insights into what is achievable in purchasing and how they can contribute more effectively
– Awareness of their current capabilities and areas for personal growth
– Increased confidence in navigating various environments and cultures
– Greater comfort in challenging negotiation situations
– Enhanced empathy for others’ challenges, fostering persuasive communication
– A more critical perspective on existing methods and practices

### Who Should Attend?

This course is designed for individuals involved in policy-making and those responsible for implementing those policies, regardless of their job title or level of experience. It is beneficial for both newcomers to purchasing and those with experience seeking to refresh their approach.

This GLOMACS training course will particularly benefit:

– New purchasing professionals
– Those with experience looking to revitalize their perspective
– Individuals involved in project management, site contract management, or engineering with supply chain responsibilities
– Anyone influencing the selection of materials, services, or sources of supply
– Individuals from any background who wish to understand the purchasing process

### Course Outline

**DAY 1: Where Purchasing is Failing & Introduction to Negotiation**
– Understanding Purchasing
– The Decline of Professional Purchasing
– Identifying Purchasing Failures
– Should Outsourcing be Considered?
– The Importance of Internal Customer Engagement
– Purchasing Strategy: Financial Insights
– Introduction to Negotiation
– Negotiation Styles
– Managing Uncertainty in Negotiation
– Supplier Evaluation

**DAY 2: Self-Assessment and Offer Understanding**
– Assessing Your Negotiation Skills
– Identifying Personal Values and Priorities
– Myers-Briggs Personality Analysis
– Common Mental Traps in Negotiation
– Importance of Social Skills
– Skills vs. Competencies
– Market Research and Its Importance
– Global Supply Chain Risks
– Understanding Price, Cost, and Value
– Pricing Mechanisms and Validation
– Total Cost of Ownership

**DAY 3: Contract Needs and Implementation**
– Structuring Contracts
– Supporting Documentation
– Key Terms and Conditions
– Payment Options
– Warranty and Guarantees
– Legal Considerations in Contracts
– Recognizing Pressure, Mistakes, and Misrepresentation
– Addressing Breach of Contract and Variations

**DAY 4: Supplier Selection & Cultural Considerations in Negotiation**
– Selecting Reliable Suppliers
– Supplier Evaluation Processes
– The Tendering Process
– Long-term Supplier Relationships: Pros and Cons
– Electronic Commerce: Benefits and Risks
– Ethics in Business: Addressing Bribery and Corruption
– Understanding Personal and Global Corruption
– Navigating Different Cultures in Negotiation
– Expanding Personal Cultural Comfort Zones

**DAY 5: Keys to Successful Negotiation**
– Effective Listening and Persuasion Techniques
– Asking the Right Questions
– Reading Body Language
– Timing and Venue Considerations
– Managing Power Dynamics
– Telephone Negotiation Strategies
– Importance of Planning
– Engaging with the Other Party
– Bargaining Techniques
– Making Concessions
– Handling Tactics and Threats
– Closing the Deal
– Key Takeaways for Future Negotiations