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
NEGOTIATIONS AND RELATIONSHIP MANAGEMENT
- Establishing realistic negotiation objectives; Analysis of the situation
- Differentiating between wants and needs
- Cultural difference in negotiation
- Team negotiation; Dealing with disagreement
- The traditional and contemporary view of conflict
- Preventable conflict vs. real; Actual opposition or conflict; Dimensions of behavior during conflict; Turning conflict into opportunity
- Results of successful conflict resolution; Results of unsuccessful conflict resolution
ADVANCED NEGOTIATION STRATEGIES AND TACTICS
- Five styles of conflict management (competition; yielding; sharing differences; 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 case of disagreement
GETTING AND USING BARGAINING POWER
- Power based on personality and individual differences
- Cognitive Orientation and Ideological Frameworks for Recognizing Power in Negotiation: Unitary, Radical, and Pluralist Frameworks
- Motivational orientation as power in negotiation
- Moral Orientation to Power
- Legitimate power
RELATIONSHIP IN NEGOTIATIONS
- Understand how negotiating in an existing relationship changes the nature of the negotiation dynamic
- Explore the different forms of relationships in which negotiation can take place
- Consider the critical roles played by reputation, trust, and fairness in any negotiation relationship
- Gain insight into how to rebuild trust and repair damaged relationships
- Understand the ways in which negotiations become complex when there are more than two negotiators at the bargaining table
GOOD PRACTICES IN NEGOTIATIONS
- Appreciate the extent to which negotiation is both an art and a 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 PURCHASE CONTRACTS
- Relevant requirements
- IT expenses and staff reference
- Cost saving opportunities
- IT procurement made easy – how to process a technology requirement
- Standard IT procurement contracts – legal aspects
- Understanding IT procurement contracts
- How to evaluate IT procurement contracts
- Typical contractual elements
Dynamic Learning
MODULE 4
Strategic Thinking in Global Procurement
STRATEGIC THINKING IN PROCUREMENT
- Common mistakes in purchases and how to avoid them
- How strategic is your procurement thinking?
- Understand your organization strategically, beyond procurement
- Sourcing has become strategic
PROCUREMENT INTELLIGENCE AND STRATEGIC THINKING
- Critical success factors
- Steps to becoming a strategic procurement organization
- TCO
- Purchase flow
WINNING STRATEGIES DRIVEN BY GLOBAL ACQUISITIONS
- The Basics – People, Business Intelligence, Business Intelligence
- Transform global strategic sourcing and deliver supplier relationships on demand
- Influence and provide leadership to internal partners in delivering innovative solutions on demand
- Achieve best-in-class operational efficiencies, quality and 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 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
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