Commercial Negotiations for Purchase

Getting the lowest price without sacrificing quality- a practical approach

23rd & 24th
June'08 (9.30 am to 5.00 pm) at Hotel Ramada Plaza Palm Grove, Juhu Beach, Mumbai

Negotiation is a process through which parties move from their initially divergent positions to a point where agreement may be reached. Today Purchasing has changed. Professional buyers today need to achieve not only the best price, but also excellent quality, after sales service,favourable delivery terms and at the same time maintain their relationships with vendors intact for further dealings.

Here is a definitive workshop on negotiating that will help you to learn a practical, step by step method for negotiating successfully in Purchasing & Commercial Matters and also outline negotiation mistakes and how to avoid them.

FOR WHOM:- The programme will benefit executives at all level from Purchase, Logistics, Distribution (direct or channel), Finance and Accounts from all types of businesses.

PROGRAMME CONTENT:-
# Commercial Negotiation - Skills, Strategies and Tactics
# Five most important decisions to take in Buying
# Key steps to effective negotiation
# The Understanding / Agreement Process: Step-by-step
# Overcoming Problems, Objection and Put-offs
# Practical tips to creating BATNA (Better Alternative to No Agreement)
# Making a Contract / Agreement: Legal aspects
# Commercial Aspects in Purchasing Negotiations
# Pricing & how salesmen present their cases
# Cost sheet
# Terms of Payment
# Knocking down to the lowest-price
# Value-added Purchase
# Global Negotiation
# Purchase Negotiation - putting skills into Practice

METHODOLOGY:- Participative and interactive. Presentations, success stories & problem discussions
FEE: The fee per participant is Rs. 9,500/- plus service tax @ 12% plus Education Cess @ 3%= Rs. 10,675/-. The fee covers course
material, breakfast, tea/coffee and lunch on both the days. The fee is payable in advance by cheque drawn in favour of Indian Academy of Management.

FOR REGISTRATION: Please send your nominations by email Click here to Reply to Us or by phone or fax giving course title, their name/s & email id. Thereafter, please immediately courier the fee. Nominations will be confirmed on receipt of fee.

Kindly Reply For Registration and any other queries....
Indian Academy of Management
331, Kaliandas Udyog Bhavan, Century Bazar Lane, Worli, Mumbai - 400 025.
Phone No. 022- 3040 3400, 022-6588 6060 Fax: 022-3040 3401
to reach us at least seven days before each programme's date