TRAINING CONTRACT NEGOTIATION

TRAINING CONTRACT NEGOTIATION

TRAINING STRATEGI DAN TEKNIK NEGOSIASI YANG TEPAT

TRAINING PRAKTEK NEGOSIASI

Deskripsi

Kemampuan melakukan negosiasi kontrak merupakan ketrampilan yang paling penting bagi personil yang bertugas pada bagian pengadaan. Diperlukan strategi, taktik dan ketrampilan yang efektif dalam melakukan negosiasi kontrak. Training ini akan memberikan tambahan pengetahuan mengenai teknik negosiasi dari tahap awal sampai akhir, sehingga peserta diharapkan mampu menambah pengetahuan, melakukan praktek negosiasi, serta dapat mengimplementasikan teknik negosiasi yang tepat dalam bidang pekerjaannya.

Tujuan

Setelah mengikuti training ini, diharapkan peserta dapat memahami strategi dan teknik negosiasi yang tepat.

Materi

Preparing for Negotiation: Issues, Positions, Primary vs. secondary issues
Conducting the Negotiation: Creating rapport, Exploratory contacts, Hard-core bargaining, Closure and agreement
Influencing the Other Party: 65 competitive techniques, Reasoning techniques, Power techniques, Rapport techniques, Two collaborative approaches, Reciprocity, Problem solving, Exerting influence and settling disagreements
Negotiation Skills: Listening, Questioning, Verbal and nonverbal skills, Persuasion, Stating positions, Probing for positions, Reinforcing the giving of concessions, Reducing tension, Reaching closure
Negotiation Strategies, Characteristics of competitive and collaborative strategies, Situational experimentation, Behavioral congruence, Selecting strategies, Practical implications
Understanding Your Style of Negotiation: Behavior, Motivation, Analytic-autonomizing, Assertive-directing, Altruistic-nurturing, Flexible-cohering, Personal strengths, Personal weaknesses
Identifying Your Negotiation Strengths: Understanding your natural style, Combining your natural style with a formal, systematic approach, Enhancing your natural power
Characteristics of an Effective Negotiator: Flexible, Goal-oriented, Time-oriented, Objective, Strategizing, Reasonable, Empowered, Information-oriented
Developing a Negotiation Strategy: The meaning of strategy in negotiations, Short-term objectives, Long-term objectives, Acquisition planning requirements, Key considerations—quality, cost, and schedule, Intraorganizational problems—functional disputes, team development, discipline, cohesion, organizational, expectations, and management involvement, Interorganizational problems—security; intelligence; strengths and weaknesses of market position; and, past, present, and future relationships
Documenting Negotiations: The importance of good documentation, The price negotiation memorandum, Post negotiation clearances and approvals
Case Study

Metode

Presentasi
Diskusi
Studi Kasus
Best Practice

Peserta

Training ini diperuntukkan bagi:

Staff, Supervisor, Manager hingga level di atasnya dari bagian Mechanical Engineering, Research & Development, Drafter, atau divisi lainnya yang membutuhkan training ini;
Personal atau Profesional yang ingin menambah ketrampilan mengenai Contract Negotiation.

Instruktur

Amin Wibowo, MBA dan Team