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| Mastering Global Negotiations Public Training Program（已过期） |
课程编号：28442 |
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| 上课时间： |
从 2008-06-13 09:00 到 2008-06-14 17:00 |
| 课程时长： |
14 小时 |
| 市 场 价： |
3680 元 |
| 淘 课 价： |
3680 元
（在淘课网用现金采购此课程，即获 33,120 淘币） 淘币细则 | 淘币换好礼
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| 淘币兑换： |
368,000 淘币
（若您有足够淘币，您也可以用淘币兑换此课程） 如何获取淘币
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| 开课地点： |
上海市
上海浦东东方路778号紫金山大酒店 |
| 人 气： |
58
发表评价
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| 课程类别： |
采购管理 物流管理 |
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电话咨询开课机构
报名热线： 021-61505199
培训受众
This training is designed for professional Multi-national company Directors, Managers, Supervisors, Professionals for; Purchasing, Supply Chain, Materials Management, Operations, and other functions that have a vested interest in world wide supplier negotiations.
课程收益
This training is to familiarize or broaden participants with the key basic elements of effective negotiations and enhance participative skills to make measurable company goals and objectives contributions. Using demonstrated proven practices and process, topics will include when, why, what, when and how to conduct individual and team negotiations. As a result, professionals attending will expand their scope of negotiation sensitivity and the impact of internal (cross functional) and external impacts. Review sessions will be conducted after each topic to ensure reinforced learning opportunities. All case studies used are real life.
培训颁发证书
Certification for "Mastering Global Negotiations Training"
课程内容
Day 1
1. Key Negotiation Elements
Introduction to four key steps that dictate the negotiation process, factors that require preparations for negotiations to include use of the internet and when to close the deal.
2. Case Study
Case study is designed to allow an opportunity to utilize negotiation elements
and the opportunity to critique why these elements are important.
3. Buyer Traits Required
The topic covers the skills necessary to influence a positive outcome that is
acceptable by both parties.
4. Win-Win Negotiations
A discussion involving the philosophy of Win-Win, Win-Lose and Lose-Lose
Lunch
5. Sellers VS Buyers Market
How to determine whether the market is a “buyer’s” or “seller’s” market
and what reactions are required to accommodate negotiations preparations
and planning.
6. Cross Functional Team Negotiations
Covers the items to look at when conducting cross functional team
negotiations. The minimal considerations will be listed and what actions
should be taken to ensure favorable results.
7. Case Study (Team-video taped)
A purchasing and sales department negotiate to find a solution for a complex
challenge considering their long term relationship and market conditions.
Day 2
1. Global Negotiations
A look at key factors when participating in global negotiations, i.e., culture, customs, language, time zone, etc. considerations.
2. Case Study
Situation presented for resolution will task participant to use approaches that cover key factors covered.
3. Negotiations with a Chinese Supplier
A list of elements that make dealing with a Chinese supplier unique. Items listed are composite of lessons learned during long term study of differences in local suppliers compared to international suppliers.
4. Case Study
Real case study resolution challenge involving differences in local culture, geographic locations and logistics.
5. Why Negotiations Fail
A prioritized list of what causes negotiations to fail along with recommendations that will prevent that from occurring.
Lunch
6. Cost Analysis Negotiations
A high level look at cost formulas that will go into cost of goods sold.
7. Case Study (Team)
Case will demonstrate the importance of knowing some basic knowledge of cost and how to analyze when looking at quotations.
8. Negotiations Check list
Review of a list (laminated hand out) that participants can use whenever preparing for negotiations. Included will be the minimum focus. All items listed will be covered during this two day training session
9. Wrap Up
A review of 2 day training and opportunity for additional questions, answers and comments.
Note: This course outline is considered proprietary information and can not be copied and/ or disseminated to parties other than intended recipients without prior approval of UniSCR.
讲师介绍
J. Kelley
Summary of Experience
President, Inter-Conn
Vice President, NSI
Vice President, Simmons
Director of Procurement, Covad Communications
Director of Materials, NEC
Director of Materials, Avis Industries
Director of Materials & Far East Procurement, TRW
Senior Advisor, Supply Chain, Unisys
Mr. Kelley has over 30 years of key leadership roles with multi-national companies. His responsibilities covered Sourcing, Purchasing, Supply Chain, Operations, Materials, Finance, Customer Service, Strategic Planning, Logistics, Quality Assurance and Information Systems. International business experience spans nine countries in the Far East, five countries in Europe, as well as Mexico and Canada.
China experience
• Leading C.P.M. instructor in China
• First C.P.M. to actually work & live in China
• Over 20 years working with Chinese suppliers
• Managed Chinese Sourcing/Purchasing staff
Professional Attainment / Education Background
• Lifetime Certified Purchasing Manager (C.P.M.)
• Certified Production and Inventory Manager (CPIM).
• President of a NAPM Chapter
• Vice President of an APICS Chapter
• Founder/President of IPMA-Taipei
• Bachelor of Science degree in Business
• participated in over 25 accredited professional/international business courses
Accomplishments
His accomplishments are recognized in national publications. He has taught professional development courses while affiliated with the National Association of Purchasing Management (NAPM), the American Production Inventory Control Society (APICS) and the University of Virginia. He is recognized as a subject matter expert in eProcurement and multi-cultural business transactions. His commentaries have been highlighted in Fortune 200 company articles..
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