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Online Training by  OTC Training Centre Sdn Bhd
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In order to improve company profitability and ability to drive up market share, the demand for an effective and efficient procurement management is a pre requisite. Key competencies in area of cost control, applying strategic strategy to manage supplies and the negotiation of the most advantageous benefits to the company is extremely important.
This program promotes the key competencies to manage procurement and purchasing effectively by delivering the technique of managing cost saving activities and handling effective negotiation.
By the end of the 14 hours by 4 session interactive online session or  to 2 FULL day classroom learning, the learning curve achieve will enable the following:-
  • IDENTIFY the type of negotiation strategy to be in place to manage procurement negotiation
  • DEVELOP skills in handling difficult negotiation
  • UNDERSTAND successful negotiator techniques
  • UNDERSTAND the positive trait to develop in order to be a successful negotiator
  • IDENTIFY own and opponent strength and weakness and develop alternatives before going into negotiation
  • UNDERSTAND the correct techniques of cost reduction using the ERRANT methodology
  • DEVELOP competencies in handling cost saving and negotiation


Module 1 – Cost Reduction and Cost Avoidance (4 hours session including 1 hour for case study)
  • Cost Reduction versus Cost Avoidance
  • Area of Cost Reduction and Cost Avoidance
  • Key Factors to consider in Cost Reduction
  • Opportunity cost in cost reduction activities
  • ERRANT cost reduction and avoidance strategy
  • Team setting for cost reduction
  • EXCEL spreadsheet reporting on cost avoidance and reduction
  • Break out room discussion
Module 2 – Managing Powerful Suppliers
  • Problems with powerful suppliers
  • Strategies to control powerful suppliers
  • Bringing new value to the supplier
  • Changing buying strategy
  • Create new source
  • Play hardball
Module 3 – Understanding Suppliers Traits and Behaviors for Negotiation
  • Key suppliers traits that all buyers looking for
  • The Leader
  • The Innovative
  • The Monopoly
  • The Follower
  • The Complacent
  • Understanding the Negotiation Competitiveness Model
  • Integrative or Distributive negotiation
  • Case study
Module 4 –Key Principle of Negotiation
  • What is Negotiation
  • Stages of Negotiation
  • 5 principles of ethical negotiation
  • 7 elements of negotiation
Module 5 –Principled Negotiation
  • 4 key principle of principled negotiation
  • Generate Option for positive result
  • How to use Objective Criteria to Present Argument
  • Handling Challenges
  • Getting a Yes in negotiation
Module 6 – Understanding your Alternatives
  • Definition of WATNA and BATNA
  • Steps  to develop your alternatives
  • Looking for ZOPA
Module 7 – Dealing with Offer and Rejection
  • Deciding red lines in negotiation
  • Understand when to walk away
  • Managing Reject and counter offer
  • Dealing with difficult negotiators
Module 8 – Negotiator Profile and Traits
  • Negotiation Team
  • The Soft Negotiator
  • The Principled Negotiator
  • The Hard Negotiator
  • Traits of a good negotiator
  • Bad Negotiator habits
  • Mistakes made in Negotiation
  • Body language in negotiation
  • Bad Negotiator habits
  • Mistakes made in Negotiation
  • Body language in negotiation
  • Dealing with difficult negotiators
  • Break out room discussion and role play
Module 9 – Influencing Strategy
  • Why Influencing is Important
  • How do you build Influence
  • Positive Influencing others
  • Key Sources of Influence
  • Power strategy versus Influencing strategy
  • 3 Rs of Influencing Strategies
  • SWOT  analysis
  • Case study and Role Play

Special Offer

Register 3 Participants From Your Organization And Get The 4th Participant For Free!

The promotion expiry date for each programmes differs. For more information on the exact expiry date of the promotion, feel free to contact us.

OTC Training Centre Sdn Bhd may at any time in its sole and absolute discretion withdraw, amend and/or alter the terms and conditions of the stated promotions without prior notice.


Jun 26, 2024 - Jun 27, 2024
Wed, Thu 09:00 AM — 05:00 PM
Online Live
Platform: Zoom
No. of Days: 2
Total Hours: 14
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OTC Training Centre Sdn Bhd is an innovation leader in the development and delivery of practical outsourcing training programs for the past 17 years. Since then, OTC has supported thousands of companies to upskills their employees with personalized content and learning solutions. Today, we have evolved to provide a full suite of outsourcing services in the learning and development field.

Our training programs are entitled to HRDCorp claim, with our trainers being certified by HRDCorp as well. As a training provider, we aspire to keep providing the best training to our respected clients to ensure their satisfaction while using our service as the training provider.

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