Course Curriculum
Introduction
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Module 1
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- Module 1 Introduction (6:33)
- Module 1 Templates
- Four things I wish I knew 15 years ago (6:50)
- Procurement Mentality (3:49)
- Procurement Lessons for Sales behavior (6:58)
- 1.1 What is Procurement (6:17)
- 1.2 How does the Procurement Process Work (4:38)
- 1.3 Real-Life Example of Procurement Process Nestlé (5:37)
- 1.4 How is the Procurement department organized (5:14)
- 1.5 What are Procurement targets/KPI's? (5:42)
- 1.6 How does Procurement Tender? (4:30)
- 1.7 Procurement Analytics (5:57)
- 1.8 How do Procurement Managers Plot their Suppliers (10:52)
- Wrap up Module 1 - Linking Procurement Theory to the Sales perspective (4:45)
Module 2
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- Module 2 Introduction (3:52)
- Module 2 Templates
- 2.1 How To Form a Negotiation Strategy (4:26)
- 2.2 How to get in your Counterpart's Mind (4:33)
- 2.3 Power Balance and how to compare different Negotiating Parties (5:01)
- 2.4 Negotiations styles (4:28)
- 2.5 Negotiation strategy goalsetting (6:26)
- 2.6 BATNA (3:53)
- 2.7 Carrots and Sticks (4:04)
- 2.8 Negotiation team (5:39)
- Wrap up Module 2 (1:15)
Module 3
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- Module 3 Introduction (1:38)
- Module 3 Templates
- 3.1 The Ideal Negotiation Process (7:03)
- 3.2 The Opening & How to achieve Deal Results (7:40)
- 3.3 Reservation Price & ZOPA (5:22)
- 3.4 Principles of Persuasion (6:41)
- 3.5 Questioning & Listening Skills (3:48)
- 3.6 Twelve Negotiation Tactics used by Procurement Managers (14:31)
- 3.7 Proposals, Move Planner & Deal Closing (6:41)
- 3.8 Negotiation Mistakes – 15 most painful Mistakes we all make (7:38)
- Full Course Wrap Up (3:24)
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