Tujuan:

  1. Peserta memahami peran strategis procurement dalam proses tender untuk mendukung perkembangan bisnis perusahaan.
  2. Peserta memahami proses dan tipe tender, dan mampu memilih strategi tender.
  3. Peserta memahami cara menyusun dokumen tender dan menjalankan proses RFP/ RFQ dan analisis proposal supplier.
  4. Peserta memahami konsep negosiasi, negotiation style, negotiation power, BATNA.
  5. Peserta memahami langkah-langkah mempersiapkan negosiasi dan mampu menerapkan dalam simulasi persiapan negosiasi.
  6. Peserta memahami strategi dan taktik dalam menjalankan meeting negosiasi.


Materi:

  1. Tender Process Overview
    • Procurement tender: definition and objectives
    • Tender process (Preparation, Go to Market, Negotiation, Contracting)
    • Role & responsibility in a tender process. 
  2. Tender Preparation
    • Develop specifications
    • Define tender strategy (tender approach, contract draft, selection criteria, tender scoring) 
    • Develop tender documents (structure & content)
  3. Go to Market & Contracting
    • Pre-qualification
    • Managing the RFQ/ RFP process
    • Proposal Analysis
    • Result announcement
    • Contracting activities
  4. Introduction to Negotiation
    • Negotiation concept
    • Key aspects of commercial negotiation
    • Power in negotiation
  5. Negotiation Style
    • Negotiation style matrix
    • Situational negotiation
    • Win-win negotiation
  6. Negotiation Preparation
    • Target setting
    • Prepare BATNA
    • Plan for a negotiation meeting
  7. Negotiation Meeting Process and Tactics
    • Negotiation meeting process (Opening, Information Exchanges, Bargaining, Summarizing, Closing)
    • Conditioning and building trust
    • Expanding “Open area” (Johari window)
    • Questioning tips
    • How to bargain
    • Influencing tips
  8. 1 on 1 Negotiation Role-Play Simulation
    • Preparing negotiation using “Negotiation Preparation Template”
    • 1 on 1 negotiation meeting role-play


Metode:

  • Penyampaian materi
  • Q&A interaktif
  • Role-play dan simulasi dengan tools/ templates praktis
  • Pre & post test
  • Post-training sharing & consultation


Fasilitas:

  • Certificate
  • PDF materi
  • File-file latihan, tools/ templates