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NEXT LEVEL PROCUREMENT®

Next Level Procurement® is a complete program dedicated to specialists in 5 modules: Negotiation and Contracting, Advanced Negotiation Techniques, Procurement in IT, Management by Influence and Strategic Thinking in Global Procurement.

ORGANIZED ON REQUEST
BOTH IN ROMANIAN AND ENGLISH LANGUAGES

Dynamic Learning

MODULE 1
Negotiations and Contracting in Procurement

UNDERSTAND THE LEGAL ASPECTS RELATING TO THE PERFORMANCE OF CONTRACTS

  • Evaluate the elements of a legally binding agreement
  • Contract terms that regulate commercial agreements and relationships
  • Oral statements and representations
  • The use of standard contracts versus negotiated/ bespoke contracts

COMPARE IMPLIED AND EXPRESS TERMS THAT AFFECT PERFORMANCE ISSUES

  • Implied terms through legislation, case law and custom
  • Implications of international law

EXPLAIN THE RESOURCES FOR NON-PERFORMANCES IN CONTRACT

  • Vital and non-vital contract terms
  • Identifying non-conformances/ breach of contracts
  • Assessing damages
  • Limits of liability
  • Procedures for termination

EXPLAIN THE MAIN APPROACHES TO CONFLICT RESOLUTION IN COMMERCIAL CONTRACTS

  • Negotiated settlements
  • The mechanisms of alternative dispute resolution
  • Other mechanisms for dispute resolution, adjudication, arbitration and litigation

ASSESS THE MAIN TYPES OF CONTRACTUAL RISK

  • Risks that can impact on contracts, such as internal, market, economic, legal, ethical, sourcing and performance based risks
  • The role of information assurance
  • The assessment of contractual risks

INTERPRET FINANCIAL, TECHNICAL AND PERFORMANCE DATA RELATING TO THE PERFORMANCE OF CONTRACTS

  • Data that relates to the performance of contracts
  • Interpreting data relating to the performance of contracts
  • Contract administration

CONTRACT AND RELATIONSHIP MANAGEMENT

  • Driving results and maximizing outcomes
  • Managing service delivery
  • Managing relationships
  • Managing contract administration; Continual improvement; Roles and responsibilities

WHAT CAN GO WRONG AND WHY?

  • Common reasons for poor contract management
  • Cause and Consequences for poor contract management
  • Contract Management Plan

Dynamic Learning

MODULE 2
Advanced Negotiation Techniques

RELATIONSHIP MANAGEMENT

  • Understanding of the personal “Johari” window
  • Understanding different perspectives in negotiation
  • Building relationships, through communication and influence
  • Effective communication, challenges; communication strategies and networking

NEGOTIATIONS & CONFLICT RESOLUTION

  • Setting realistic objectives of the negotiation; Situation analysis
  • Differentiation between wants and needs
  • Cultural difference in negotiation
  • Team negotiation; Dealing with disagreement
  • Traditional & Contemporary view of conflict
  • Preventable vs. real conflict; Opposition or real conflict; Dimensions of behavior during conflict; Turning conflict into opportunities
  • Outcomes of successful conflict resolution; Outcomes of unsuccessful conflict resolution

ADVANCED NEGOTIATION STRATEGIES AND TACTICS

  • Five styles of managing conflict (competing; yielding; splitting the difference; problem solving; inaction)
  • The Dual Concern Model in negotiation
  • Determine how to maximize profits and value in every negotiation
  • Recognize how to assess risk and implement contingency in event of non-agreement

FINDING & USING NEGOTIATION POWER

  • Power Based on Personality and Individual Differences
  • Cognitive Orientation & ideological frames to recognize power in negotiation: unitary, radical and pluralist frame
  • Motivational Orientation as a power in negotiation
  • Moral Orientation toward Power
  • Legitimate power

DEALING WITH OTHERS WHO HAVE MORE POWER

  • Relationship-based power (goal interdependence and referent power and networks
  • Do an all-or-nothing deal
  • Build momentum through doing deals in sequence
  • Use the power of competition to leverage power

RELATIONSHIP IN NEGOTIATIONS

  • Setting realistic objectives of the negotiation; Situation analysis
  • Understand how negotiation within an existing relationship changes the nature of negotiation dynamics
  • Explore the different forms of relationships in which negotiation can occur
  • Consider the critical roles played by reputations, trust, and fairness in any negotiating relationship
  • Gain insight into how to rebuild trust and repair damaged relationships

MULTIPLE PARTIES, GROUPS, AND TEAMS IN NEGOTIATION

  • Understand the ways negotiations become more complex when there are more than two negotiators at the bargaining table
  • Apply an understanding of effective group processes to the dynamics of a multiparty negotiation
  • Spell out the key stages for managing an effective multiparty negotiation

BEST PRACTICES IN NEGOTIATIONS

  • Appreciate the extent to which negotiation is both an art and science
  • Explore the 10 best practices that all negotiators can follow to achieve a successful negotiation
  • Master the Key Paradoxes of Negotiation

Dynamic Learning

MODULE 3
IT Sourcing Contracts

IT PROCUREMENT CONTRACTS

  • Relevant requirements
  • IT spending and staffing benchmark
  • Opportunities for cost savings
  • IT Procurement made simple – how to process a requirement for technology
  • Standard form IT procurement contracts – legal issues
  • Understanding IT Procurement Contracts
  • How to Evaluate IT Procurement Contracts
  • Typical Contract Elements

Dynamic Learning

MODULE 4
Management through Influence

LEADING BY INFLUENCE

  • 5 ways to lead through influence (Behavioral Competencies; Managing the Matrix)
  • How to lead with influence instead of authority
  • How do you exert influence without authority

INCREASING INFLUENCE WITH OTHERS

  • Establish credibility
  • Engage others and build a connection
  • Clarify expectations and practice accountability

MANAGING BY INFLUENCE: HOW TO LEAD IN THE NEW WORKFORCE

  • What Kind Of Leadership Is Needed In Flat Hierarchies
  • Think with a strategic mindset

UNDERSTANDING HOW TO LEAD THROUGH INFLUENCE

  • Tips, tricks, and hacks that help you to be better in influence others
  • Managing up and managing down through influence

Dynamic Learning

MODULE 5
Strategic Thinking in Global Procurement

STRATEGIC THINKING IN PROCUREMENT

  • Common mistakes in Procurement and how you avoid them
  • How strategic is your Procurement thinking
  • Understand you organization strategically, beyond procurement
  • Sourcing became strategic

PROCUREMENT INTELLIGENCE AND STRATEGIC THINKING

  • Critical Factors of Success
  • Steps to being a strategic Procurement organization
  • TCO
  • Procurement Flow

WINNING STRATEGIES DRIVEN BY GLOBAL PROCUREMENT

  • The core elements – People, Business Information, Business Intelligence
  • Transform global strategic sourcing and provide on demand supplier relationships
  • Influence and provide leadership to internal partners in the delivery of on demand innovative solutions
  • Achieve best in class operational efficiency, quality & functional excellence

TRAINER

Dynamic Learning

Simona STĂNESCU

SENIOR TRAINER & CONSULTANT

Simona had coordinated and planned procurement projects for private acquisitions for all types of products and  services necessary to carry out the activity in the areas  mentioned below, managing within the procurement department processes of selection of suppliers at nationa land international level at the purchasing level, global sourcing, procurement.

With over 22 years of experience in acquisitions in multinational and local companies, market leaders in telecommunications, finance, banking, construction,  Simona has developed and coordinated procurement projects in the fields of: Sales, facilities, human resources, legal , marketing and communication, customer relations, global sourcingconsulting services (financial, legal and economic), logistics (supply chain), events, finance, public relations, travel & accommodation, debt collection, IT si securityoutsourcing (call center, human resources,  facilities), administration.

Simona has been involved in very ambitious projects, unique in Romania through complexity and size. She had participated in rebranding and expansion projects as well as start-ups that have given her the opportunity to accumulate a huge capital of expertise in the field.

She had redefined, optimized, and improved procurement processes and procedures across companies by being a real supporter of implementing cost-effective procedures and programs in line with the company’s own acquisition strategy to maximize profits.

Since 2016 she is Managing Partner at PROCUREMENT DATA with the main mission to provide a solid practical, comprehensive and easily accessible knowledge base for procurement and supply chain professionals that ultimately can add real value that can be quantified to the organization in which they carry out their activity and feel that they are successful on a professional level.

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TESTIMONIALS

What Next Level Procurement participants are saying

”I am really happy that I had the chance to work together with Simona Stănescu.
Her approach is really professional, she knows very well the processes in procurement and the course held by her it’s 100% according to the current way of working in this domain in the international business environment.

This course is very complete, it contains all the necessary information to start a purchasing / procurement department for the people that are at the beginning of their career in this domain but also explains for the experience people new and delicate situations that you could meet as a person working in the purchasing department. All off these situations are backed up by the vast experience in procurement of Simona.

The best thing having this course is that the agenda and the pace can be changed during the meeting according to the student’s expectations and experience. If you feel the need to insist on a topic to become more clear or to go faster by it because you already know it she will manage the discussion accordingly.

I personally dedicated a trip from Belgium to have this course in Bucharest, and I was very happy about the outcome and the content.

I recommend all to join it, you will feel very comfortable in an open discussion with an open-minded teacher.”

ENG. ALEXANDRU NICHITELEA
CATEGORY BUYER FOR MANUFACTURING EQUIPMENT MELEXIS TECHNOLOGIES NV, BELGIUM

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