梁一鸣
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采购成本分析和供应商谈判实务（上海，7</SPAN>月31-8月1</SPAN></SPAN>日</SPAN></SPAN>）</SPAN></SPAN> </SPAN></SPAN> 【培训日期】</SPAN>2009</SPAN>年7</SPAN>月31-8月1</SPAN></SPAN>日</SPAN></SPAN></SPAN></SPAN> 【培训地点】</SPAN>上海</SPAN></SPAN> 【培训对象】</SPAN>采购与供应管理人员，供应链管理人员，供应商质量管理人员，企业管理人员等</SPAN></SPAN> 【课程背景】</SPAN></SPAN> </SPAN></SPAN>采购同仁们：您是否常常碰到难以完成的降价任务？随着大宗原料，原油，钢材等材料价格行情捉摸不定，时涨时跌，您是否对于完成降价忐忑不安？供应商变得越来越难对付？变化的市场越来越难捉摸？公司内日益增大的成本控制压力使得团队间的合作越来越充满了火药味。。。。。。</SPAN></SPAN> 与此同时，供应商对企业的重要性与日俱增，单从材料成本的角度来看，您通常有50% </SPAN>到85% </SPAN>的成本是支付给供应商的。采购在企业中越来越多地扮演着重要角色。由此，谈判技巧已成为招聘和培训采购人员的一项必要内容。通常采购人员将》60% </SPAN>的时间用于各种采购谈判，诸如供应商筛选，新产品开发，技术变更及定期的降价活动等等。但是不可忽视的隐性层面，如与供应商正式或非正式的沟通中，都蕴涵了采购谈判的较量。如何进行公司内部团队的无缝隙合作，以取得更好的博弈结果？ </SPAN></SPAN> </SPAN> 【课程收益】</SPAN></SPAN> </SPAN></SPAN>■了解采购谈判的6</SPAN>项原则</SPAN></SPAN> </SPAN></SPAN>■谈判的3C</SPAN>模型</SPAN></SPAN> </SPAN></SPAN>■如何分析与确认采购的需求</SPAN></SPAN> </SPAN></SPAN>■采购成本分析的方法</SPAN></SPAN> </SPAN></SPAN>■学习使用重要的原则：80/20</SPAN>法则</SPAN></SPAN> </SPAN></SPAN>■学习建立并运用采购谈判的策略</SPAN></SPAN> </SPAN></SPAN>■学习结合采购成本分析知识与供应商谈判</SPAN></SPAN> </SPAN></SPAN>■采购成本降低的方案设计执行跟踪</SPAN></SPAN> </SPAN> 【课程大纲】</SPAN></SPAN> </SPAN> 一、谈判的三个阶段和谈判步骤</SPAN></SPAN> 二、不打无准备之仗</SPAN></SPAN> </SPAN></SPAN>■采购谈判前的八项注意</SPAN></SPAN> </SPAN></SPAN>■供应商低价渗透是好事嘛</SPAN></SPAN> </SPAN> 三、买卖双方的六种关系</SPAN></SPAN> </SPAN> 四、谈判者的人性思考</SPAN></SPAN> </SPAN></SPAN>■谈判人员的五种谈判风格及剖析</SPAN></SPAN> </SPAN></SPAN>■提问与倾听的艺术</SPAN></SPAN> </SPAN></SPAN>■解读丰富的人类肢体语言</SPAN></SPAN> </SPAN> 五、知己知彼，百战不殆</SPAN></SPAN> </SPAN></SPAN>■如何从供应商的眼中看我们</SPAN></SPAN> </SPAN></SPAN>■销售眼中的成功采购</SPAN></SPAN> </SPAN></SPAN>■买卖双方的实力抗衡</SPAN></SPAN> </SPAN></SPAN>■如何看待自己手中的权力和运用影响力</SPAN></SPAN> </SPAN></SPAN>■SWOT</SPAN>模型</SPAN></SPAN> </SPAN> 六、采购谈判的6</SPAN>项原则 </SPAN></SPAN> </SPAN></SPAN>■谈判介绍 </SPAN></SPAN> </SPAN></SPAN>■6</SPAN>项原则 </SPAN></SPAN></SPAN> </SPAN></SPAN>■如何准备谈判 </SPAN></SPAN> </SPAN></SPAN>■销售眼中的成功采购</SPAN></SPAN> </SPAN></SPAN>■谈判步骤</SPAN></SPAN> </SPAN></SPAN>■角色练习</SPAN></SPAN> </SPAN> 七、CCC </SPAN>模型 </SPAN></SPAN></SPAN> </SPAN></SPAN>■谈判的3</SPAN>维坐标 </SPAN></SPAN> </SPAN></SPAN>■可以使用的工具</SPAN></SPAN> </SPAN></SPAN>■博奕理论分析及应用</SPAN></SPAN> </SPAN></SPAN>■角色练习/</SPAN>案例分析 </SPAN></SPAN> </SPAN> 八、不容忽视的文化影响力</SPAN></SPAN> </SPAN></SPAN>■语言的影响力和使用翻译的原则</SPAN></SPAN> </SPAN></SPAN>■案例：外资/</SPAN>中资国营/</SPAN>民营企业文化特点和由此注意的谈判方式</SPAN></SPAN> </SPAN> 九、成功谈判的十大策略</SPAN></SPAN> </SPAN></SPAN>■成功的谈判团队 </SPAN></SPAN> </SPAN></SPAN>■谈判地点的选择 </SPAN></SPAN> </SPAN></SPAN>■使用谈判计划书</SPAN></SPAN> </SPAN></SPAN>■参考案例：美国经纪人谈判经典案例选读</SPAN></SPAN> </SPAN> 十、谈判会议的五个阶段和注意事项</SPAN></SPAN> 十一、采购需求分析</SPAN></SPAN> </SPAN></SPAN>■采购材料分类 </SPAN></SPAN> </SPAN></SPAN>■采购材料的规格要求</SPAN></SPAN> </SPAN></SPAN>■工具使用―――标杆法；</SPAN></SPAN> </SPAN></SPAN>■如何确认产品合理的功能需求</SPAN></SPAN> </SPAN></SPAN>■物料ABC </SPAN>法则应用于产品需求制定</SPAN></SPAN> </SPAN></SPAN>■角色练习/</SPAN>案例分析—产品功能的思考 |