ASCI Lounge - Talking Supply Chain

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April 16, 2021  

Negotiating Tips For Supply Chain Managers

April 16, 2021

In this episode, ASCI Lounge host Monique Fenech interviews Tony Monaghan, expert in negotiations across Asia Pacific and the Lead at Skillbiz who follows the 80/20 rule set out by Harvard University when it comes to successful negotiations. 80% are planned step by step, with political, gender, social biases and emotions at play. Find out how you can navigate a successful negotiation in your supply chain by taking Tony's short course.

Tony's short online course for ASCI Members goes for 20 weeks with two hourly weekly check ins:

Relationship Management Short Course Part 1

Sessions 1-5

  • The role of relationship in creating value
  • Plan what happens inside and outside 'the room'
  • Include stakeholders (internal/external-sponsors/clients)
  • Predicting the concessions they might want, and that you want.
  • Reading people - how personal objectives influence corporate objectives
  • Focus: managing your communication to engage both your needs and theirs

Sessions 6-10

  • Asking great questions
  • Focus: identify where your interests overlap
  • Strategically positioning your opening moves
  • Emotions and how people make decisions
  • Guidelines for how to handle the trading of concessions
Sessions 11-15
  • F2F challenges – dealing with resistance, exploring deeper needs, objections
  • The role of emotions in decision-making
  • How to think about difficult people - fully understanding your role in 'helping' your other party
  • Getting from start to finish in structured stages
  • Case study
Sessions 16-20
  • Professionalism: adopting standards that promote a culture of success and using a diverse skillset. 

    Summary of program: Integrating all concepts with practice, formal case study (generic or in-house design), applying preparation model to a business challenge

Who can benefit:
Anyone who makes formal agreements and variations with the clients and suppliers