Smart Negotiation for Purchasing

“Bagaimana buyer bernegosiasi dengan salesman supplier yang telah mendapatkan banyak pelatihan negosiasi ”

 Hotel Best western cawang, 18-19 Desember 2025, Fee Rp 4 000 000

 

Sasaran Belajar

• Memahami konsep dasar bargaining power dan supplier relationship.
• Memahami konsep dasar negosiasi.
• Menguasai aspek penting dalam bernegosasi: persiapan, strategi, dan taktik.
• Memahami skill dan faktor yang mendukung negosiasi: komunikasi, interpersonal, Body Language.
• Menggunakan template negosiasi
• Memahami teknik negosiasi kontrak

 

Siapa Yang Harus Hadir

• Para buyer atau purchaser level menengah dan atas.

COURSE OUTLINE

Hari ke 1:

Bargaining Power – Apakah anda bernegosiasi dengan cara yang sama dengan semua supplier anda?

1. Range of supplier relationship
2. Purchasing product portfolio (Matrix Kraljic)
3. Gaya negosiasi
4. Interpersonal

Mendefinisikan negosiasi

1. Pandangan permusuhan
2. Pandangan saling menguntungkan

TCO (total cost of ownership) sbg fondasi negosiasi purchasing

1. 4 elemen TCO
2. Mendapatkan TCO terendah

Persiapan utk negosiasi

1. Apa yg dapat dinegosiasikan?
2. Rencana negosiasi
3. 3 levels dlm strategi konsesi
4. Persiapan aspek data: Benchmarking, Cost modeling, Future business opportunity
5. assessment, % of dll
6. BATNA dan ZOPA
7. Persiapan aspek behavioral: skill komunikasi, taktik negosiasi.

Strategy negosiasi

1. Strategi: Win-Lose
2. Strategi: Lose-Win
3. Strategi: Lose-Lose
4. Strategi: Win-Win

 

Hari ke 2:

Skill komunikasi

1. Elemene Lateral: Speaking, listening, reading
2. Elemen figurative: open mind, body language

Faktor interpersonal

1. Analytical
2. Practical
3. Amiable
4. Extravert

Taktik & kontra taktik

1. Good cop & bad cop
2. Straws
3. Trojan Horse
4. Walk out, Dll

Negosiasi Kontrak:

1. Tingkat keterlibatan buyer dalam implementasi kontrak
2. Proses manajemen kontrak

Beda isu negosiasi di setiap jenis komoditi: barang raw material, MRO, jasa, barang

investasi, dll

Latihan/praktek/ role play:

1. 3 levels dlm konsesi strategi
2. Strategi negosiasi.
3. Taktik negosiasi
4. Template negosiasi
5. Negosiasi kontrak

 

Workshop Fasilitator:

Rahmat Noviandi, MBA, CSCP, CPP, CPPM

• Formal Education: S1(Bachelor Degree): Industrial Engineering from ITB, S2 (Master Degree): MBA from UGM, 
• Professional certification: CSCP (Certified Supply Chain Professional) from APICS-USA, Certified APICS trainer, CPP (Certified Purchasing Professional) and CPPM (Certified Professional Purchasing Manager) from American Purchasing Society (APS-USA). Certified QMS Auditor/Lead Auditor from IRCA. Participated in some training in domestic and foreign countries.
• Association membership: founder & chairman of Indonesian Procurement Society, member of APICS (Association for Logistics, Operation Mgmt and SCM), member of APS (American Purchasing Society)
• Job experience: in Operation Management  and SCM area in some MNC companies: Energy (Wartsila Indonesia), FMCG (PZ Cusson, SC Johnson Bayer (JHHP)), Pharmaceutical Distribution Companies (Dexa Medica Group, Pharmaniaga Malaysia Group), Electronic Manufacturing (Sanken Indonesia). 
• Trainer & consultan experience: PT Telkom, Astra Group, Sucofindo, Toyota, Kementrian Keuangan RI, Sekjen DPR RI, Datascrip, Rekin, Trans 7, Dll, blog: www.rahmatnoviandi.blogspot.com
• Areas of Expertise: SCM, Purchasing & Procurement Management, Transportation, Distribution, Export Import, Project Procurement & Project Logistics, QHSE 
• Other interest: making cartoon: www.joelmba.blogspot.com ,