关于：双赢的采购-供应商谈判

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            "Win --- Win" Negotiation between Purchaser and Supplier

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¿Î³ÌÄ¿±ê Workshop Objectives
   
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    With Purchaser Playing key role more and more in the company in terms of cost 
driven, negotiation skill start to be major requirement on buyers recruitment and 
traning enhencement. Generally negotiation would account for >60% in buyer's time. 
Apparently it happens at supplier selection, new product introduction, engineering 
change and periodic cost down plan etc. At the hidden level negotiation exists at 
informal and formal discussion with suppliers. 
 
 
²Î¼Ó¶ÔÏó/Who should attend £º²É¹º×¨ÒµÈËÊ¿/Purchasing Professional  
¿Îʱ/Duration£º2Ìì/2 days  

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¡¡¡¡ÊÇ·ñ²Î¼ÓÕâ¸ö¿Î³Ì£¬Ä㶼¿ÉÒÔÏòÎÒÃÇÃâ·ÑË÷È¡Ò»¸öÉè¼Æ¾«Ï¸µÄ²âÑ飬À´²âÊÔ×Ô¼ºµÄ̸ÅÐÄÜ
Á¦¡£ 
Negotiation Skills Test: Welcome to acquire one test paper to know your negotiation
skills level, whether or not you would participate in ¡¡the course.

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¿Î³Ì´ó¸Ù Workshop Outline 
²É¹ºÌ¸ÅеÄ6ÏîÔ­Ôò Six Negotiation Principles
  > ̸ÅнéÉÜ Introduction of Negotiation
  > 6ÏîÔ­Ôò Negotiation Principles (6-Principles) 
  > ½ÇÉ«Á·Ï° Role play

CCC Ä£ÐÍ CCC model
  > ̸ÅеÄ3ά×ø±ê 3 dimensions of negotiation
  > ¿ÉÒÔʹÓõŤ¾ßtools introduction --- Negotiation Application Plan 
  > ½ÇÉ«Á·Ï°
    > °¸Àý·ÖÎö£º³¤ÂÌÊ÷´óѧµÄ¹©Ó¦ÉÌÑ¡ÔñÎÊÌâcase study£º Green College Suppliers Selec-
tion 
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  > ²É¹º²ÄÁÏ·ÖÀàMaterial Classification
  > ²É¹º²ÄÁϵÄÒªÇóRequirement and Constraint to Materials
  > ¹¤¾ßʹÓèD¨D¨DBenchmarking
  > ½ÇÉ«Á·Ï°
  >¡¡°¸Àý·ÖÎö£ºÍÐÂí˹ÖÆÔ칫˾µÄ²É¹º²ßÂÔcase study£ºThomas Mfg Strategy 
²É¹º³É±¾·ÖÎöCost Analysis
  > ³É±¾¹¹³É Cost Structure
  > ¹©Ó¦É̼۸ñ¹¹³ÉSupplier's Price Structure
  > ¼Û¸ñ·ÖÎöPrice Analysis 
  > ¹¤¾ßʹÓèD¨D¨D80/20·¨Ôò tools used: Pareto Principle
  > °¸Àý·ÖÎö£ºÄ¦¿¨ºøÎÊÌâ·ÖÎöcase study£ºMonca Kettle Analysis

½µ¼Û·½°¸µÄÕ½ÂÔÖƶ© Cost Down Strategy 
  > ÏÖÔÚ (focus on Present)
  > δÀ´ (plan for future)

Ö´Ðкͷ´À¡¡¡Implementation & Review 
  > KPIÈ·¶¨ define KPI
  > ¶¨ÆÚ¼ì²é¼°¸ÄÉÆ Periodic checking & Corrective Action 
 
 
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¡¶²É¹ºÔÚÆóÒµÖеÄ×÷Óá· Purchasing In Company 
¡¶ABC·¨Ôò/PARETOÔ­Àí/ABC principle & Pareto Principle¡· 
¡¶Ì¸ÅÐ/Negotiation¡·
¡¶¼Û¸ñµÄ¹¹³ÉÓë±ä»¯/Price Structure & Change¡· 

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