Next Level Procurement

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

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

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

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

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

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

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 sourcing, consulting services (financial, legal and economic), logistics (supply chain), events, finance, public relations, travel & accommodation, debt collection, IT si security, outsourcing (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

”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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