Continuous Improvement in Cost and Productivity

• How do other functions view purchasing
• A Purchasing Savings Model
• Total Cost of Ownership Models
• Cost Reduction Initiatives
• Establishing a Strategic Focus with Pareto Analysis on Cost
• Modern Methods of Analyzing the Spend

Defining Cost Reduction Opportunities

• Developing Company Purchase Price Index and Comparing to External Indexes
• Understanding of Supply Marketplace and how Suppliers Price
• Benchmarking best practices in Cost Reduction
• Resisting Price Increases
• Supplier Performance Measurement
• Cost Saving Methods

Methods of Price Evaluation

• Price Justification
• Methods of Price Analysis
• The Competition that leads to price reduction and evaluation
• Methods of Cost Analysis
• Breaking down the Elements of Cost
• Developing "Should Cost"

Successful Negotiations

• Negotiation Skill Sets
• Steps in Negotiation Preparation
• Methods of Persuasion
• What Does Win/Win Really Mean?
• Determining the Issues
• Rating & Valuing Issues

Determining Strengths and Weaknesses

• Know Your  Better Alternatives to Negotiated Agreements (BATNA)
• Analyzing The Other Side
• Negotiation Objectives Diagram
• Prepare the Negotiation Team
• Tips for the Actual Negotiation
• Participants will negotiate model cases & discuss the results to provide an opportunity for hands on experience