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Programme

Purchase Management and Negotiation

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Description

This course aims to introduce the participant in strategic thinking and operational purchasing processes that have a central role, increasingly important and recognized, in business organizations and influence and should be taken into account in setting targets in the medium and long term, so as to ensure their competitiveness and sustainable over time.

Be able to correctly diagnose the situation of the company purchases and delivering value. The savings on purchases are available from a reasonably easy way and transferred directly to the balance sheet.

The purchasing function is the “natural getaway” in communication with business environment and the entrance door to innovation in it, besides its contribution is essential to interpret and anticipate environmental changes and how they might affect the future.

Similarly, the high competitive demand, the complexity of the business and accelerating change, face us daily with continuous processes of negotiation, generators of valuable exchanges or paralyzing conflict and tensions. The magnitude of these responsibilities makes the effective negotiator a remarkable professional in front of others, highlighting their leadership, empathy, assertiveness and commitments to excellence and the fulfilment of their mission.

For firms, one of the qualities that are requested, especially on purchasing staff, is to be a good negotiator, and be prepared to act with professionalism and strategic skill, using techniques and tools suitable for the efficient conduction of the negotiation process and for achieving results.

Information

Goals and Student Profile

Goals

After completing the course, the participant will be able to:

  • Manage the main concepts related to strategic management of shopping
  • To study in detail the purchasing process from the identification of purchasing needs to the supplier’s valuation, emphasizing the evaluation and comparison of bids and use the total cost of ownership as a key tool in this assessment.
  • Introduction to the problem which involves purchases in a global environment and supplies from countries of “low cost”.
  • Manage the main concepts related to negotiation.
  • Understanding negotiation as a process, not only as an outcome, facilitating management strategies and techniques to achieve an effective negotiation.
  • Acquire negotiator vocabulary

Student Profile

ENAE Business School is very conscious of the fact that every teaching institution is built by all and must be very careful about participant selection right from the very start by analysing their CV, qualification certificates, admission exam and through a personal interview of the student by the program director. Depending on the program, ENAE Business School carries out tests to evaluate language competence.

Most of our students come from the business world about 80% of ENAE’s students are graduate professionals and executives who wish to update their knowledge and improve their skills. These students come from different academic backgrounds mostly engeneering, business, law, economics, communication and humanities.

We encourage young and talented graduates with entrepreneur spirit to be involved in our programs as a fast track to achieve their goals in the business World.

Curriculum

ORGANIZATION OF THE PURCHASING DEPARTMENT

  1. Placing the purchase function within the organization
  2. Defining the role of purchasing
  3. the importance of purchasing
  4. Organizational aspects of the purchasing department
  5. Purchasing process. Phases of the process
  6. Purchasing strategy

SUPPLIERS: SEARCH, SELECTION AND EVALUATIO. EVALUATION OF BIDS

  1. Sourcing process
  2. The supplier’s market
  3. Required supplier’s profile
  4. The searching process and identification of suppliers

PREPARATION AND EVALUATION OF BIDS

  1. Cost versus rates
  2. Call for bids
  3. Comparison of bids: Cost of acquisition
  4. Evaluation of bids – scenarios for decision

PURCHASING IN INTERNATIONAL MARKETS

  1. Purchasing in low cost countries. China as an example
  2. Negotiation in purchasing
  3. Approval of suppliers
  4. Contractualization
  5. Purchasing and the internet

MANAGEMENT CONTROL IN PURCHASING

  1. Management of contracts / purchase orders
  2. Home delivery from a supplier
  3. Management of purchasing contracts
  4. Elements of managing the relationship with suppliers
  5. Risk in purchasing operations
  6. Evaluation of suppliers. Index SGPM
  7. Performance measurement. KPI in purchasing
  8. Purchasing audit
  9. Price indexes
  10. Scorecard in purchasing

EXAMPLES OF IMPROVEMENTS THROUGH THE PURCHASING

NEGOTIATION WITH SUPPLIERS

  1. Principles of negotiation
  2. Negotiation process overview
  3. Negotiating process steps
  4. Negotiation strategies and techniques

SKILLS NEEDED IN THE NEGOTIATION PROCESS

  1. Self – control
  2. Self esteem
  3. Assertiveness
  4. Empathy
  5. Persuasion
  6. Effective communication in conflict situations

Faculty

DÍAZ MARCOS, ARTURO
Degree in Industrial Ingenieering from the Polytechnic University of Madrid
More details
Doctoral courses and Proficiency Researcher by the Polytechnic University of Madrid. He is a Managing partner of Dynexo, Advanced Dynamics Management. He started his professional career at Ericsson and he was the Supply Chain Manager at Siemens Group, position that he blended with his participation in the Global Procurement Board and Global Supply Chain Board of Siemens AG and, being after at the Corporate Group ENCE. Its training expertise is developed in all areas related to purchases, supply chain, control of stocks, production, logistics, etc. He has been a lecturer at national and international institutions such as the University of La Salle, the I.C.A.I., University of Deusto, École Supérieure de Commerce á Bordeaux (France), the Javeriana University of Cali (Colombia), the Catholic University of Buenos Aires (Argentina), the Andrés Bello University (Caracas, Venezuela). He also is experienced in lecturing seminars concerning logistics, purchases, planning, programming, control of stocks, manufacturing techniques, implementation of J.I.T. systems, D.B.R., etc. in institutions such as Carlos III University, IMADE, CEL, IIR, A.E.R.C.E., Confemetal, Empresarios Agrupados, INNOVA, Chambers of Commerce, etc. He is a Member of the Board of Directors of AERCE-Madrid (Spanish Association of Purchases and Stocks Managers) and also International Delegate and Representat of AERCE at the International Federation of Purchasing and Supply Management (IFPSM). He is as well a Member of the Purchase Ateneo and a Member of CIIL (International Center for Logistics Research), a Member of Project called BESTLOG, sponsored by the European Community, as a representat of the CEL (Spanish Center of Logistics) and AERCE.

Specified Time Period and Place

Specified time period:  This course has and extension of 40 contact hours at ENAE premises.

Timetable: This course is delivered on Friday from 16:30 h. to 21:30 h. and Saturday from 9:00 h. to 14:00 h

Place and Address: Edif. ENAE. Campus Universitario de Espinardo 30100 Espinardo Murcia- Spain



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Methodology

1. Theoretical presentations alternated with practical exposure so as to see their relationship with results in business. The interrelation between theory and practice is a methodology in which students must be involved. This methodological issue will be used for both business executives and professionals, and for recent graduates who want to join the same course.

2. Several case studies are sent from those that companies have been facing in real life for students, with the relevant knowledge acquired, to do the analysis between the different lines of action that may arise and choose the one considered more realistic and adjusted to the case. The student should become accustomed to making decisions and understand the implications of them.

3. Case studies and readings will be sent to participants through the virtual campus. At the same time chat forums or debate centres may be created on campus or virtual in which the views of the participants will be contrasted. . These tools will be used by the students to contrast their different points of view.

4. Virtual Campus is a tool that allows a much more fluid relationship between students and teachers at personal and on line level.

5. Teaching the course will take into account how the student intends to apply the knowledge acquired to the final project at the end of the Master.

Terms of Payment and Scholarships

Are you interested? Obtain the following benefits:

Price: 790 €

ENAE Business School offers the following discounts:

Partner companies of FUERM, their workers, and the members of Asociacion de Antiguos Alumnos of ENAE Business School will obtain a 10% of discount.

See if your company is a member of FUERM and ENAE

Scholarships

If the amount of the program is paid by your company through the credit offered by the Tripartite Foundation you may recover all or part of the amount of the program in ENAE Business School, discounting the amount to be credited for the payment of social insurance.

Part of the amount paid of our training programs, in-person and In Company, could be recovered through the Tripartite Foundation (only Spanish companies).

Ask us for more information. We make the process for obtaining the discounts to all those students who request it, at no additional cost to your training.

Admission Process

This program is part of a Master that has limited availability. Taking this course will provide you great oportunities for expanding your professional networks. Final admission decision is reserved to ENAE Business School on the basis of prerequisites established for the course, room availability and specific group profile required.

FACULTY

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