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25.05.2018

Certificate.pdf

Online Educational Course “Buying or Selling: Negotiating and Contracting”

By Moses Manuel

Creation of formalized agreement is a critical part of business performance and revenue generation. When in business either as Buying or Selling organization Negotiating and Contracting is key and one has no choice but to be good at it. Success in this set will depend on your ability to turn a NO into YES and not just that, negotiate terms that favor YOU. The thing is, with contracts come issues such as conflicts over performance and costs, timing, and quality of supplies, hence the need to negotiate if one is going to achieve the kind of results they expect.This mini course gives a summary of the process and activities you will go through as you do your negotiating and contracting.

Who is the target audience?
  • CIPS students
  • Business persons
  • Procurement / purchasing executive
  • Procurement specialist
  • Contract officer
  • Supply chain / inventory / logistics analyst
  • Supply chain / inventory / logistics planner

Contents

  • What is negotiation is all about? Section 1, Lecture 1
  • Strategic and tactical negotiation Section 1, Lecture 2
  • Negotiating in sourcing Section 1, Lecture 3
  • The kind of outcomes to expect in NEGOTIATIONS Section 2, Lecture 4
  • When to walk away Section 2, Lecture 5
  • What makes a contract binding Section 3, Lecture 6
  • Standard terms and Last Document Rule Section 3, Lecture 7
  • Power in Negotiation Section 4, Lecture 8
  • Supplier Preferencing model Section 4, Lecture 9
  • Developing power in negotiation Section 4, Lecture 10

Certificate

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