Module Purpose
On completion of this module learners will be able to examine the key stages of the negotiation process and the influence of relationships and ethics on the process. They will also assess the methods and behavioural factors which can influence others

Module Aim
Those involved in procurement and supply activity will create and manage formal agreements which will be critical to organisational success. Part of the developmental process for such agreements will rely upon effective negotiations with stakeholders and/or suppliers and also the ability to influence the individuals and groups involved. This module is designed for those managers who may be faced with preparing for and completing negotiations.

Certified Inventory Optimization Professional
CIOP is a global supply chain management and inventory management certification program exclusively developed for corporations to optimize the inventory in their supply chain. CIOP teaches the global best practices in 30 modules over 90 hours of live, faculty-led, online training. It is founded on Inventory Management Body of Knowledge (IMBoK) version 3.0. CIOP is a comprehensive program includes training, reference material, Learning Management and Assessment System (LMAS), examination and certificate.

The LMAS contains classroom presentations, classroom notes, video lessons, audio lessons, quizzes, reference materials, terminologies and articles recommended by faculty.

The CIOP Examination is 3 hours, online, proctored examination with 180 multiple-choice questions. The participant needs to secure 70% of the maximum score (360 marks) to pass in the examination.

You can learn more about the CIOP certification in the below links:
CIOP Website: https://pages.fhyzics.net/ciop 
Faculty Profile: https://pages.fhyzics.net/principal-consultant

Click here to request quote for the CIOP certification program.

Fhyzics Business Consultants is an Approved Study Centre of Chartered Institute of Procurement and Supply (CIPS), UK and offering all the modules under Level-2, Level-3, Level-4, Level-5, and Level-6. During this current COVID-19 pandemic, the classes are offered in distance and self-study modes. For more questions related to our CIPS programs, please speak to our Manager-Certifications at +91-900-304-9000 or email at certifications@fhyzics.net.

Online, Instructor-Led Training Program on Advanced Negotiation [L5M15] Module of Diploma in Procurement and Supply, CIPS, UK

Mode of Delivery: Online
Mode of Teaching: Using the Presentation Deck from CIPS, UK
Duration: 3 Hours
Faculty: Venkadesh Narayanan, CIPS Recognized Instructor
Reference Material: L5M15 Study Guide
Level-5: Advance Diploma in Procurement and Supply

Advanced Negotiation - LEARNING OUTCOMES

1.0 Understand the key stages which impact on the negotiation process and outcomes
1.1 Analyse pre-negotiation and the associated preparation that should be made
• Who is to negotiate – team vs. individual – advantages vs. disadvantages
• The venue, intelligence gathering, clear objectives, strategy and tactics, rehearsal
• Negotiation agenda – advantages vs. disadvantages
1.2 Examine negotiation and the associated strategies, tools and techniques
• Specialist tools of negotiation
• Framing an agenda
• Questions to elicit information and apply pressure
• Concessions to secure movement
• Reciprocated concessions
• Understanding the personalities of one’s opponents and their motivational drivers
• Deadlocked negotiations
• The effects of lengthy negotiations, tiredness and concentration
• Concluding the negotiation, planning, agreements, benefits and value added
1.3 Examine post-negotiation actions
• Clear agreements
• Selling the agreements to stakeholders
• Implementing agreements, planning, contracts, joint implementation teams, performance reviews and continuous improvement
• Establish monitoring procedures

2.0 Understand negotiation relationships and ethics
2.1 Assess the changing relationships within the negotiation process
• Honesty and working relationships
• Build mutual trust
• Assess the situation
• Place negotiation in the long-term context
2.2 Analyse ethics and its influence on the negotiation process
• Positional negotiation
• Principled negotiation
• Separate the people from the problem
• Identify options for mutual gain – win-win
• Sharing of information and data
• Cultural factors
• Bribery, corruption and fraud

3.0 Understand methods and behavioural factors which can influence others
3.1 Assess methods to influence individuals and groups
• Building networks of trust and influence
• Creating alliances
• Identifying and dealing with conflict and resistance
• Managing ambiguity and uncertainty
3.2 Assess the behavioural factors that might influence individuals
• Attitudes and responses
• Motivation
• Groups vs. informal organisations
• Leadership style and systems management
• Consultation and participation
• Empowerment
• Organisational structure

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