ASCI Lounge - Talking Supply Chain

Negotiating Tips For Supply Chain Managers

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In this episode, ASCI Lounge host Monique Fenech interviews Tony Monaghan, expert in negotiations across Asia Pacific and the Lead at Skillbiz who follows the 80/20 rule set out by Harvard University when it comes to successful negotiations. 80% are planned step by step, with political, gender, social biases and emotions at play. Find out how you can navigate a successful negotiation in your supply chain by taking Tony's short course.

Tony's short online course for ASCI Members goes for 20 weeks with two hourly weekly check ins:

Relationship Management Short Course Part 1

Sessions 1-5

  • The role of relationship in creating value
  • Plan what happens inside and outside 'the room'
  • Include stakeholders (internal/external-sponsors/clients)
  • Predicting the concessions they might want, and that you want.
  • Reading people - how personal objectives influence corporate objectives
  • Focus: managing your communication to engage both your needs and theirs

    • Sessions 6-10

    • Asking great questions
  • Focus: identify where your interests overlap
  • Strategically positioning your opening moves
  • Emotions and how people make decisions
  • Guidelines for how to handle the trading of concessions
    • Advanced Relationship Management Part 2
     
    Sessions 11-15
    • F2F challenges – dealing with resistance, exploring deeper needs, objections
  • The role of emotions in decision-making
  • How to think about difficult people - fully understanding your role in 'helping' your other party
  • Getting from start to finish in structured stages
  • Case study
    • Sessions 16-20

    Professionalism: adopting standards that promote a culture of success and using a diverse skillset. 

    Summary of program: Integrating all concepts with practice, formal case study (generic or in-house design), applying preparation model to a business challenge

    Who can benefit:
    Anyone who makes formal agreements and variations with the clients and suppliers
    ...more
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    ASCI Lounge - Talking Supply ChainBy Australasian Supply Chain Institute (ASCI)