EFFECTIVE PURCHASING AND NEGOTIATION SKILLS

When we make a purchase, whether it for a simple household item or a million ringgit machine, what is the criteria

that we look at besides the specifications and the sales person’s attitude? This is where having the knowledge and

skill of an effective purchaser and negotiator comes in. This skill will enable you to save thousands if not millions in a

calendar year if you know how to apply it successfully.

Course Objectives

Upon completion of this program, participants will be able to:

Apply their knowledge as an Effective Purchaser

Apply the 6 Crucial Purchasing Skills

Learn to Manage Suppliers Effectively

Understand how to expedite purchasing in a systematic manner

Identify areas to save during purchasing

Apply effective negotiation strategies on suppliers

Manage the time effectively as a purchaser to reduce cost

Produce a PAP for Efficient Inventory

Course Details

Trainer : GERALD KONG

Date : 20-21 Apr 2017 (2 days)

Venue : Amcorp Mall, Petaling Jaya

Scheme : PSMB- SBL

Who’s Suitable for this?

This program is suitable for

Purchasing Managers and

Executives, Supply Chain

Personnel, Managers and Product

Engineers

BEST PRICE OF THE YEAR 2017 !!!

RM 1, 100 per pax (exclusive 6%GST)

*Normal Price: RM1, 450 per pax

Early Bird Price (Before 24 Mar 2017)

RM 1,045 per pax (exclusive 6% GST)

Course Outline

MODULE 1 - THE EFFECTIVE PURCHASER

Purchaser’s Role

Purchasing 6 Core Strategies

Procurement Cycle

Tender Purchasing Cycle

ROHS

Cost Cutting Ways

Vendor Selection Process

Kraljic’s Purchasing Matrix

Supplier Referencing Model

MODULE 2 - THE EFFECTIVE NEGOTIATOR

Negotiation Line

7 Principles of Negotiation

Negotiation Strategies

Negotiation Matrix

Needs & Wants

Conditions

MODULE 3 - NEGOTIATION TECHNIQUES

Questioning & Listening

6 Principles of Questioning

What Should We Be Listening To

“Mind Reading” Techniques

Tricks, Tips and Tactics

Methodology

This stimulating program will maximizes the understanding and learning

through Case Studies, Group Discussion, Multimedia presentation and

Personal Reflection.

Day 1 and Day 2 Timing

Class Time: 0900 – 1700

Break: 1015 – 1030 / 1515 – 1530

Lunch: 1300 – 1400

Trainer Profile

GERALD KONG WAI KHEONG

Master of Arts in Design & Digital Media

Coventry University, United Kingdom

Gerald Kong holds a Master of Arts in Design & Digital Media and a Bachelor of Science in Computer Science from Coventry University,

United Kingdom. He is also a Certified MSP Trainer of Business Networking International (BNI).

Most organizations would know the importance of building good relationship with their customers and the people around them but

Gerald knows that an organization can only grow their social capital through the right technical and systematic approach. With the

advancement of social media in today’s communication, he believes that mastering the skills to network can provide a wealth of

unending resources and possibilities.

With these strong convictions and experience, Gerald runs very successful, impactful and effective programs and workshops sharing

his knowledge in business networking and business by referrals with different organizations that will enable them to grow their social

capital exponentially. As part of the process, Gerald equips his participants with skills and knowledge of sales presentation, marketing

strategies, business negotiation, strategic planning and sales techniques.

Gerald’s knowledge and understanding of getting business by referrals allows him to successfully grow his businesses. He is currently

the director of 2 software development companies with MSC status, a vice chancellor of a modelling academy, a restaurateur and a

business trainer for the largest networking group in the world that specializes in referral marketing. This organization successfully

brought in more than RM10.6 billion worth of business in 2012 alone. With his vast experience in running such successful

organizations, Gerald has been passionately sharing his management and leadership skills regularly.

Gerald had launched a best-selling book entitled “Pretty Lies Ugly Truth” where he shares his knowledge on business intelligence and

the dirty tricks used by different individuals and organizations during negotiation, operation and closing deals.

Successful participants of Gerald’s training include government departments, aerospace, politicians, banking, ICT, automobile,

insurance, medical, mining, semiconductor, power plant, construction and manufacturing. His skills, experience and talent have been

recognized by the Ministry of Human Resource Malaysia and he is currently one of the few who train and certify other corporate

trainers. He also sits on the panel in the ministry.

Following are some of his recent testimonials:-

“A training where practicality is the main focus!” – Intel, Malaysia.

“Gerald helped us to master the art of effective presentation to our customers in different situation” -Malaysian Pharmaceutical

Society.

“Gerald gave a very good insight on the importance of relationship building among all the staff” – Motorola, Penang.

“High energy and fun even the class was for 5 days” - Honda Malaysia

“You can be sure to earn more because we learn so much more from Gerald!” – Dell, Malaysia.

“His style of getting us to understand his training is very impactful. Great thing is that we get to learn his presentation style as this is

what the course is all about!”- On Semi, Seremban.