Introduction

Original Equipment Manufacturers (OEMs) play a critical role in various industries, providing essential components, products, and services. Effective negotiation with OEMs is crucial to ensuring cost efficiency, quality, and long-term business success. This training program, designed by Global Horizon Training Center, provides participants with the essential skills, strategies, and best practices for negotiating with OEMs. Attendees will gain a deep understanding of negotiation techniques, contract structuring, and relationship management to maximize value in OEM agreements.

Objectives

By the end of this training, participants will be able to:

• Understand the fundamentals of OEM negotiations and their significance in procurement and supply chain management.

• Develop effective negotiation strategies tailored to OEM contracts.

• Identify and mitigate risks associated with OEM agreements.

• Apply key contract terms, pricing models, and performance metrics.

• Enhance supplier relationship management for long-term strategic partnerships.

• Leverage negotiation techniques to achieve optimal outcomes in OEM agreements.

Organizational Impact

This training will provide organizations with:

• Improved cost savings through better OEM contract negotiations.

• Enhanced supplier relationships that foster long-term collaboration and innovation.

• Reduced risks associated with OEM agreements and contract disputes.

• Greater strategic alignment between procurement teams and OEM suppliers.

• Increased efficiency in supply chain and procurement operations.

Target Audience

This program is ideal for:

• Procurement and supply chain professionals.

• Contract managers and legal advisors.

• Business development and sales professionals.

• Operations and project managers.

• Anyone involved in OEM contract negotiations and supplier management.

Outlines

Day 1: Fundamentals of OEM Negotiations

• Introduction to OEM and its role in the supply chain

• Key challenges in OEM negotiations

• Understanding OEM pricing structures and cost models

• Legal and contractual considerations in OEM agreements

• Case studies: Successful OEM negotiations

Day 2: Developing an Effective Negotiation Strategy

• Identifying negotiation objectives and priorities

• Building leverage in OEM negotiations

• Conducting market research and supplier analysis

• Negotiation styles and techniques for OEM agreements

• Practical exercise: Role-playing OEM negotiations

Day 3: Key Contractual Terms and Risk Mitigation

• Essential contract clauses for OEM agreements

• Managing risks in OEM contracts

• Performance metrics and quality assurance measures

• Intellectual property rights and confidentiality agreements

• Workshop: Drafting and reviewing OEM contract terms

Day 4: Supplier Relationship Management and Performance Optimization

• Building long-term strategic partnerships with OEMs

• Managing performance through service level agreements (SLAs)

• Handling disputes and conflict resolution with OEMs

• Innovation and collaboration strategies in OEM partnerships

• Case study: Effective supplier management in OEM contracts

Day 5: Advanced Negotiation Techniques and Best Practices

• Leveraging data and analytics in negotiations

• Cross-cultural negotiation strategies with global OEMs

• Overcoming common negotiation roadblocks

• Simulation exercise: End-to-end OEM negotiation

• Final review and Q&A session