Mastering Global Negotiations Public Training Program

This training is designed for professional Multi-national company Directors, Managers, Supervisors, Professionals for; Purchasing, Supply Chain, Materials Management, Operations,

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.

Certification for "Mastering Global Negotiations Training"

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.

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..