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Courses
Procurement and Supply
Winning Strategies for Procurement Negotiations
Module 1
5
Lecture
1.1
Introduction to the Negotiations
Lecture
1.2
Understanding the concept of the Kraljic Matrix
Lecture
1.3
Understanding the concept of “What Suppliers Think of you?” Matrix
Lecture
1.4
How to design a negotiation strategy based on these two matrices?
Lecture
1.5
Understand various styles of Negotiations
Module 2
5
Lecture
2.1
How to distinguish between adversarial and partnership negotiations
Lecture
2.2
Understand various ploys used in negotiations
Lecture
2.3
Practice exercises (role plays) on negotiations
Lecture
2.4
Understand how to evaluate negotiations
Lecture
2.5
Understand how to evaluate negotiations
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