After completing the workshop, you will be able to:

• Increase value with suppliers using innovative negotiation techniques.
• Move from basic to master class sourcing negotiation skills.
• Deploy sourcing chessboard for effectively negotiating all categories with matching strategies.

Outcomes of this workshop are defined using levels of Bloom's Taxonomy: Remember, Understand, Apply, Analyze, Evaluate, & Create. These are mentioned in front of the topics covered.

• Context: Sourcing and Supply Chain Management; Role of Negotiation in Strategic Sourcing. [remember]
• Supplier Negotiation: Negotiation Phases / Process; Negotiation Approaches / Strategies / Framework for Supply Management; Negotiation Styles; Negotiation Preparation; BATNA & ZOPA; Negotiation Protocols& Factors; Power & Relationships in Negotiation; Negotiation Tactics: Dos & Don'ts. [understand & apply]
• Sourcing Chessboard: Sourcing Strategies; From 4 to 16 and 16 to 64 Strategies; Sectoral footprint on Sourcing Chessboard; How to effectively apply the Sourcing Chessboard during Negotiation ? ; Cross-functional Negotiation Team Building [understand, apply & analyze]
• Approaches: Kralijic Matrix; Sourcing Chessboard; Cost Calculations; Negotiation Approaches. [apply, analyze & evaluate]

• Procurement Professionals, Sourcing Managers, Senior Buyers from both Service & Manufacturing Industries.
• Participants are encouragedto join the workshop with some idea of their companies' global and local sourcing details.

Faisal Jalal

Faisal Jalal is the Founder and Chairman of Sinofeng Pakistan Private Limited (Pak-China JV). Faisal’s businesses developed over 12 years are collectively called ‘FJ Holdings. He has over 26 years diversified experience of working in senior management positions in multinationals, JVs and large Pakistani organizations, having served as General Manager of Thal Limited, Head of Supply Chain & IT at Agri auto Industries Limited, Head of Share Accounting Project Noble Computer Services Private Limited and Head of IT at atlas Asset Management Limited as well as Manager IT systems at Philips Electrical Industries of Pakistan Limited. He is SECP-Certified Board Director and serves as a Director on the Board of various companies and Business School in Pakistan. He is a member of Peer Review Team Member of National Business Education Accreditation Council (NBEAC) a body of Higher Education Commission (HEC) of Pakistan.
Jalal has been involved in teaching at various Universities and Degree Awarding Institute in Karachi as well as conducted various professional trainings locally and internationally. At present he is a visiting faculty member of IBA – Karachi.

Rameez Khalid

Formerly, Dr. Rameez was the Director Business. Administration (MBA and BBA), Academic Director SCM Program, Chairperson of IBA's Consultant Selection and Procurement Committees. He is a consultant for Operations ‘Warehousing, Project Excellence, Management, Six Sigma and Quality Management in a variety of industries. He is an Assessor in OHS (ISO-18001), QMS (150-9001), SC-SMS (ISO-28000) MSDS. He has audited PPL, South City Hospital, NED, Indus Hospital, DP World, AKUH, TAV (Mothercare), Dollar Industries, LNH etc, is a member of HEC's NCRC on SCM and BoF of IBHM-DUHS.

IBA CEE Cancellation Policy for Open Enrollment Programs:

In the event of participant's cancellation, the following schedule will apply:

• 5 days before start of workshop - No cancellation
• Within 4 to 2 days prior to workshop Half program fee forfeiture
• Within 1 day and No Shows - Full program fee forfeiture

Cancellation notification must be made in writing to CEE.

Postponement
Due to any unavoidable circumstances, the workshop may be postponed by the institute. In case of postponement, the institute will refund full fee of the program or the participant may opt to defer his/her registration to the next program.

Substitute
Substitutes will be taken at least 2 days prior to the workshop. Should we be unable to accept your application for any reason, your payment (cheque/draft) will be returned to you.

Deferrals
All registrations deferrals must be requested in writing at least 2 days prior to the workshop. Send a note to the Program Registration Team indicating that you wish to have your registration deferred to another session of the same program within one year. The deposited fee will be carried forward. Please note that only one transfer is permitted. After one year, the deposited fee will be fully forfeited.