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INTRODUCTION & OVERVIEW
Why and What is Negotiable ?
Types of Negotiation
Local and International Negotiation
Types of Deals in Negotiation (e.g. Purchasing Agreement, etc)

PREPARATION FOR NEGOTIATION
Verbal and non-verbal Communications in Negotiations (Body language)
The Use of Questions to Structure the Negotiation
Phases Used in the Negotiation Team
The Location
How to Assemble the Purchasing Negotiation Team Tactics & Style
The Value of Strategy and Tactic
Various Tactical Methods (e.g. Delay or stalling, silence, nibble, good-guy, bad-guy)
Countering your Adversary’s Tactics
Types of Style
Indications in Style
Negotiation in Style
Negotiation Strategies and Counter Strategies
Breaking Deadlocks in Negotiation

MANAGING NEGOTIATION
Confrontation, Deadlock and Concession in Negotiation
Negotiation Sensitive and Difficult Issues
Ways to Help Opponents Get a Deal
Win-win vs Win-lose Approaches to Negotiation
Managing Culture and Conflicts

DEVELOPING CONSIDERATION IN NEGOTIATION
Definitions of Culture Values, Attitudes Behaviors and Cultural Diversity
Differences Between Organizational and International Culture
Cultural Comparison
Communication and Negotiation Across Culture

Who Should Attend :
Managers and all those (Purchasing Officers, Buyers, Project Engineers and Managers, etc) whose jobs require them to deal effectively with the Suppliers, Manufacturers, Executives, Contractors and other situations where negotiation skill are essential for success and productivity.

FACILITIES

  • Certificate, Quality Training Kit (Pencil case: Erase, Bolpoint, Pencil, Tipe X, Stabillo, Flash Disk 8 GB), Bag.
  • Training Material (HandOut & SoftCopy)
  • Convenient training facilities in stars hotel
  • Lunch and Coffee Breaks
  • Souvenir

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Catatan :

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