Coastline Community College - Supply Management Certificate of Achievement

Supply Management 104

Supplier Cost Reduction Negotiations

Supply Management Certificate Program
Wednesdays, February 4, 2004 - May 26, 2004
6:30 - 9:40 PM
Coastline Community College, Costa Mesa Campus

One of the keys to an organization's profitability is motivated, professional, well educated team members. This class will provide an excellent opportunity for individuals to learn new skills and expand existing areas of expertise. This class will bridge the gap between theory and practical application. Individualized projects and assignments will be incorporated to provide the student with a meaningful learning experience.

Cost reduction is sited as one of the major goals of the supply management function in nearly all organizations. This course will provide an overview of the negotiation process and its application to a wide variety of opportunities to contribute to the organization's bottom line. Here are some of the issues that will be addressed.

Examples of What Will Be Covered

Negotiation Historical Overview
Basic Rules of Negotiation
Negotiation Phases
Negotiation Objectives
Negotiation Styles
Communication Styles
Common Negotiation Errors
Principled vs. Positional Negotiation

Separating People and Problem
Developing Negotiation Plans
Developing Positive Alternatives
Delivering Persuasive Messages
Negotiating with Sole Sources
Paths to Improved Negotiation

Activities and Exercises

Communication Style Exercise
Video Negotiation Vignette Review
Simulated Video Negotiations

The implementation of a variety of cost reduction techniques including single sourcing, supply base reduction, supplier certification, just-in time inventory, e-Procurement, and e-Auctions are just some of the opportunities that will be reviewed.

For more information contact:	Merle W. Roberts, C.P.M., Instructor
	T: 714-840-3409
	E: merleroberts@earthlink.net
	W: Website information

INVEST IN YOURSELF - REGISTER NOW!

Coastline Admissions Office T: 714-241-6176
Coastline Community College - Website http://coastline.edu
Supply Management - http://coastline.edu/cert_supply_mgmt.asp