課(ke)程描述INTRODUCTION
注冊國際商務談判師(CIPN)
培訓講師：
課程價格：
培訓天數：日程安排SCHEDULE
課程(cheng)大(da)綱Syllabus
注冊國際商務談判師(CIPN)
BENEFITS OF ATTENDING：
Master Win-Win Negotiation and other negotiation strategies
Use the Science of Negotiation when planning for negotiation
Discover relevant aspects of your own personality and behavioral tendencies as well as your needs, goals, and power
Perceive and assess relevant aspects of your counterpart’s personality, needs, power, and behavior
Practice the rules of effective listening, speaking, questioning and observation
Learn to apply appropriate negotiation tactics and how to counter “Nasty Tricks” From the opposition
Learn to look for common ground and common goals in negotiation
Know when to continue and know when to walk away From a negotiation
Learn to maintain your personal integrity and trust
Learn to confirm the status of a negotiation and how to conclude a successful negotiation
Learn the importance of Pre-Negotiation and Post-Negotiation Documentation
Learn why negotiation is important in awarding and administering a “Quality Contract”
In these difficult times most organizations are looking for ways to create value and effect cost savings and reductions. World-class organizations have found the answer in their achievement of world-class negotiation. Winning tough negotiations require “Master Negotiators” who achieve that status through training and modeling the behavior of those who have achieved that status through their own training, hard work, and perseverance. It should not surprise anyone that the Return of Investment from negotiation is typically on the order of 20 to 1.
INTRODUCTION
CIPN, (“Certified International Professional Negotiator”), is a certification program designed for international business practitioners by the International Purchasing and Supply Chain Management Institute (IPSCMI) for those individuals who wish to increase their international negotiation skills. This program is dedicated to promote negotiation skills and knowledge to world-class standards.
CIPN is designed to evaluate objectively professionals on their ability to learn and apply international business negotiation knowledge, skill, and ability. If the professional wishes to obtain certification, he/she must demonstrate such knowledge, skill, and ability by successfully passing an 80 question multiple choice certification examination.
BENEFITS OF CIPN CERTIFICATION
Enhance your career and qualify for promotion.
Gain prestige and respect within your profession.
The title of CIPN means you probably have enough knowledge, skill, and ability to win at negotiation.
WHO SHOULD ATTEND:
Business and Contract Negotiators
Import-export dealers
Procurement personnel involved in global procurement/purchasing
International marketing and sales personnel
Anyone who wishes to be a CIPN or wants to be trained in international negotiation
ISO 9001
The Certification programs of the International Purchasing and Supply Chain Management Institute (IPSCMI) of Lewes, Delaware have been verified and determined to meet all the Quality Management System (QMS) requirements of International Organization for Standardization (ISO) Standard 9001, to include the Quality Management requirements, requirements for Quality Systems Administration, requirements for Process/ Product Operations, and requirements for Quality Control.
CORE MODULES：
MODULE 1
1.Explain what is meant by a “Quality Contract” and why negotiation is the best approach for achieving one.
2.Explain the benefits of using a win-win approach to negotiation.
3.Explain the benefits of developing long-term business relationships.
4.Describe and implement the “Science of Negotiation”.
MODULE 2
Describe the elements of a World-class Negotiations Process
1.Understanding requirements
2.Understanding the market
3.Negotiations planning and management
4.Negotiations execution (including “messaging”)
5.The importance of alternatives
MODULE 3
1.Define Fact-Based Negotiation.
2.Explain the difference between Facts and Judgement.
3.Summarize the seven stages of Direct Negotiations.
4.Review and analyze real-world negotiations with respect to Truth in Negotiation requirements.
5.Explain how to “Negotiate With the Devil”
MODULE 4
Explain or Describe the below concepts as they relate to Distributive Bargaining:
1.Key concepts of Distributive Bargaining
2.Preparation for Distributive Bargaining
3.Distributive processes during the negotiation
4.General rules for Distributive Bargaining
5.Hardball tactics and how to respond to them
6.Helpful tactics during negotiation
7.Influence tactics
8.Tips for Distributive Negotiations
9.Key moves in Distributive Bargaining
10 Common Mistakes in Negotiation
11. Keys to negotiation effectiveness
MODULE 5
Explain or Describe the below concepts as they relate to Integrative Bargaining:
1.Characteristics of Integrative Bargaining
2.Integrative negotiation strategy
3.Appropriate questions
4.Inventing options
5.Factors that facilitate successful Integrative Negotiations
6.The importance of trust in negotiation
7.Communication techniques and lessons learned
8.Use of negotiation leverage
ABOUT YOUR COURSE FACILITATOR：
Dr. LeRoy H. Graw has an international reputation as a purchasing and supply chain manager, trainer and consultant. He has more than 45 years of purchasing practitioner experience, including more than 24 years of experience in the public sector and more than 21 years of experience in the private sector. His 24 years of public sector experience includes 18 years as a senior level Federal Procurement and Contracts Manager and 6 years as a senior level Contracts Manager for Federal Contractors/Suppliers. His 21 years of experience in the private sector include positions as Purchasing Manager, Materials Manager and Supply Chain/Logistics Manager. He has held positions with or reviewed the purchasing systems of 13 different “Fortune 500” companies.
He has also served as a National Officer with the Federal Acquisition Regulation and Subcontracts Buyers Group of the National Association of Purchasing Management/Institute of Supply Management. He is the former President and National Director, San Gabriel Chapter, National Contract Management Association and formerly served as a member of the Certified Purchasing Manager Examination Item Writing Committee with the National Association of Purchasing Management/Institute of Supply Management (ISM).
He was awarded the National Contract Management Association “Educator of the Year” award in 1998. He is also published in Who’s Who in the West, Who’s Who in America and Who’s Who in the World. He is considered by many to be the “Best Purchasing Instructor in the World”.
During Dr. Graw’s 45 years of purchasing practitioner experience, he taught purchasing and supply chain management for 21 different top level universities in the United States, Far East and Middle East. He has served on the adjunct faculty at University of California Los Angeles, Boise State University, Royal Roads University, Mantissa College and Pebble Hills University. His courses are taught at many major universities in the People’s Republic of China.
Dr. Graw is the author and co-author for many books and guides relating to procurement or purchasing and supply chain management, for example “C.P.M Study Guide”, “C.P.M Diagnostic Examination”, “Service Purchasing”, “Cost and Price Analysis”, “Commercial Contracting, Otherwise Known as Purchasing”, “Handbook of International Business Negotiation”, etc. He is also the author of numerous certification programs in International Purchasing Management and International Supply Chain Management. He is the author of more than 50 different courses in Purchasing and Supply Chain Management courses and teaches all of them in both conventional and online mode.
Dr. Graw holds a Bachelor of Science Degree from the U.S. Military Academy at West Point, a Master of Commerce (MBA) degree from the University of Richmond and a Doctorate in Education Administration from the University of Southern California.
Partial list of companies that have benefitted from Dr. Graw’s expertise:
Talisman
PT. Pertamina EP
Standard Chartered Bank
Bank Negara Malaysia
Government of the People’s Republic of China
Bank Danamon Indonesia
C*OC SES Ltd
Petron Corporation
PT. Pertamina Persero
PTT Global Chemical Plc
Hewlett Packard
PetroChina
Volkswagen
Sri Lanka Telecom
Industrial and Commercial Bank of China
China National Offshore Oil Corporation
US Postal Service, the US Department of Energy
US General Services Administration
US Department of Defense
CUEL Limited
Sime Darby
Siemens
Sinopec-China Petroleum
American Airlines
China Mobile
Huawei Technologies
Beijing Modern Management Technology Exchange Center
Beijing Five Star Universe International Culture Exchange Center
The Chinese State-Owned Enterprise Restructuring Agency
Cement Industries Malaysia
Alcatel Corporation
Apple
Lucent Technologies
B.Braun Medical Industries
Defence Science & Technology
注冊國際商務談判師(CIPN)
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