双赢的采购-供应商谈判84ui

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


        

          
            

            
              
              

                  ¿Î³ÌÄ¿±ê Workshop 
                  Objectives   

              

                
                  
                    
                    

                          ¹©Ó¦É̶ÔÆóÒµµÄÖØÒªÐÔÓëÈÕ¾ãÔö£¬µ¥´Ó²ÄÁϳɱ¾µÄ½Ç¶ÈÀ´¿´£¬Äúͨ³£ÓÐ50% 
                        µ½85% 
                        µÄ³É±¾ÊÇÖ§¸¶¸ø¹©Ó¦É̵ġ£²É¹ºÔÚÆóÒµÖÐÔ½À´Ô½¶àµØ°çÑÝ×ÅÖØÒª½ÇÉ«¡£ÓÉ´Ë£¬Ì¸Åм¼ÇÉÒѳÉΪÕÐƸºÍÅàѵ²É¹ºÈËÔ±µÄÒ»Ïî±ØÒªÄÚÈÝ¡£Í¨³£²É¹ºÈËÔ±½«¶àÓÚ60% 
                        µÄʱ¼äÓÃÓÚ¸÷ÖֲɹºÌ¸ÅУ¬ÖîÈ繩ӦÉÌɸѡ£¬Ð²úÆ·¿ª·¢£¬¼¼Êõ±ä¸ü¼°¶¨ÆڵĽµ¼Û»î¶¯µÈµÈ¡£µ«ÊDz»¿ÉºöÊÓµÄÒþÐÔ²ãÃ棬ÈçÓ빩ӦÉÌÕýʽ»ò·ÇÕýʽµÄ¹µÍ¨ÖУ¬¶¼Ô̺­Á˲ɹºÌ¸ÅеĽÏÁ¿¡£
    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 

              

                ¡¡Ì¸ÅÐÄÜÁ¦²âÑ飺

              

                
                  
¡¡¡¡ÊÇ·ñ²Î¼ÓÕâ¸ö¿Î³Ì£¬Ä㶼¿ÉÒÔÏòÎÒÃÇÃâ·ÑË÷È¡Ò»¸öÉè¼Æ¾«Ï¸µÄ²âÑ飬À´²âÊÔ×Ô¼ºµÄ̸ÅÐÄÜÁ¦¡£ 
 ¡¡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 
              Selection 
              
              
²É¹ºÐèÇó·ÖÎö
  > 
              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 


  

      ¸¨Öú½Ì²Ä (textbooks provided) 

  

    
      
        
        

          ¡¶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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