This document provides an overview of a course on strategic negotiations for procurement professionals. It discusses that preparation is key to negotiations and influences the ability to get favorable outcomes. The course will focus on preparing for negotiations, including important steps, prerequisites, and behavioral aspects. It will also cover effective negotiation strategies, tactics, using knowledge of alternatives, and notes on the negotiation process. The instructor, Ajay Garg, is an experienced sourcing and supply chain management expert who will share lessons from leading procurement programs and negotiations at various organizations. The goal is to help participants become procurement champions through understanding strategic negotiation approaches.

1. Strategic Approach to Negotiations
- The bible of a Procurement Professional
- Preparation keeps you ahead of the curve
# Technical Procurement Series
Your Partner in the PACE Journey
 Ajay Garg : Experienced Strategic Sourcing and SCM SME
https://www.linkedin.com/in/ajay-garg-s2p-pace/
SCM => Supply Chain Management
SME => Subject Matter Expert
P
A
C
E
Partner in
Accelerated
Cost
Efficiency

2. INTRODUCTION
 Negotiation Strategy has always been a prime focus area for any Procurement Professional.
While these strategies are well explained in the text books, the approach and their application is
learnt, going through the scenarios over years of experience. It’s a science and an art and quite
sometimes depend upon factors that may look mundane but are quite significant !!
 Preparations for Negotiations is the key to get the most you want as an outcome. Being aware of
the elements at play during any negotiation makes a big difference in terms of the ability of a
negotiator to influence the other party. Striking a balance, maintaining your poise and humility
and a show of respect also play extremely important role.
 This course shall focus on the options available to a negotiator to prepare well even before
taking up any negotiation exercise. It will also deal with the aspects that one must keep in mind
during the negotiations,..right there in the conference room when one is in the midst of the heat.
A B
*CEO => Chief Executive Officer
CFO => Chief Finance Officer
CPO => Chief Procurement Officer

3. OUR JOURNEY
By the end of the course, you would know…
A B
 THE IMPORTANT STEPS AND APPROACH TOWARDS ANY IMPORTANT NEGOTIATION ASSIGNMENT
 SOME OF THE PRE-REQUISITES OR A CHECK SHEET BEFORE ENTERING INTO A NEGOTIATION
 SOME OF THE BEHAVIORAL ASPECTS TO GET FAVORABLE RESULT
 EFFECTIVE NEGOTIATION STRATEGIES & TACTICS TO SCORE A GREAT DEAL
 HOW TO EFFECTIVELY USE THE PRIOR KNOWLEDGE OF BATNA
 HOW TO DO IT ‘A S K’ WAY – as explained by Linda Swindling, the author of the Book, ‘Ask Outrageously’
 ABOUT A FEW NOTES ON NEGOTIATIONS

4. Know Your Partner: AJAY GARG
B. E. (Mech.), from Delhi College of Engineering, Delhi
* Sourcing and SCM Expert * Team Leader in Client Facing Roles
Work Experience of 25+ years
 Assistant Vice President and Head of Procurement
Operations at Genpact India to lead Operations in S2P
domain
 Program Lead at Accenture to support S2P
engagements for Automotive, CPG, Banking, Hospitality
and Retail Client industries
 Sourcing and Supply Chain Module Head for Forgings,
Stampings, Rubber, Plastic and Casting Parts at Case
New Holland
 Sourcing and Launch Team Manager for Cielo and Matiz
(Stamping parts) at Daewoo Motors India Ltd
Domain Expertise
- Strategic Sourcing
- Supply Chain Management
- Master Data Management
- Process Re-engineering / Transformations
- Spend Analytics / Solution Development /
Opportunity Assessment / Diagnostics
Led Source to Procure Programs at various Clients to Impact
Direct and Indirect Categories through cost deflation and
process efficiency initiatives:
Some of the clients assisted in their Sourcing journey –
a) HSBC – Negotiation and Contracting for Indirect categories through an
outsourced CoE for their global operations in 32+ countries
b) Punjab Tractors (Now wholly owned by Mahindras) - Direct categories'
sourcing
c) Tata Motors across their manufacturing units at Pune, Jamshedpur, Lucknow,
Pantnagar and Bangkok - Direct categories' sourcing
d) Al Futtaim Motors, Dubai, UAE - Direct and Indirect categories' sourcing
e) Britannia Industries - Direct and Indirect categories' sourcing
f) PepsiCo India Holdings Pvt Ltd - Indirect categories' sourcing
g) Crown Melbourne and Perth, Australia - Direct and Indirect categories'
sourcing
h) Commonwealth Bank of Australia – Direct and Indirect categories’ sourcing
Execution and Team Leader for S2P Operations –
- Provided direction to the team on Sourcing Projects, Category Insights, Global
Sourcing, Negotiation Skills, Sourcing Best Practices, Supplier Management and
RFx Management.
- Led Sourcing Projects in direct and indirect categories
- Lead Solution Architect to Complex Purchasing Challenges through a detailed
diagnostic and customized solution

5. My MISSION IS
TO MAKE YOU THE PROCUREMENT CHAMPIONS!!
THANK YOU !