Training allows employees to acquire new skills, sharpen existing ones, perform better, increase productivity and be better leaders. In an ever changing and fast paced corporate world, training and development is an indispensable function

Managing Director

PROFILE OF IPDC TRAINING INSTITUTE

Bun Sucento

e have vast experience, we have accumulatedover the years to provide our Clients with acompetitive edge through the provision of qualityw

assured training and skills development courses. IPDC leading-edge training courses provide business professionals the skillsthey need to develop their competency, improve theirperformance, and drive business success. Our talented teamof national and regional trainers and consultants hasexceptional credentials complemented by practical, real-world experience

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Where Our Participants Are From 6 Countries

“Training programs were delivered effectively by excellent trainers with high qualitystandard. IPDC has become our preference and choices for our employee’s trainingdevelopment”

Fahrizal Tampubolon, MMHead of APRIL Learning Institute I PT Riau Andalan Pulp and Paper

Bangladesh

Brunai

Indonesia

Malaysia

Thailand

Vietnam

Participants have attended

our programs since 2001

50.000+

150+

95+

Open programs offered each

year

1000+Major clients and growing...

Independently minded and

experienced trainer and

facilitators

90+Customized learning soluction

delivered

“

PROFILE OF IPDC TRAINING INSTITUTE

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MissionTo inspire, equip and empower people,

through excellent personal development

training and consulting by providing

comprehensive professional services

to our client and building relationships

and develop innovative solutions, which

help dynamic people and organizations

create and realize value.

WHAT DRIVES US

We have a dedicated impact team that works under our vision, mission, corporate values and passion

VisionBeing a Recognized Industry Leader

Creating Value for Our Clients

Providing a Stimulating and Rewarding

Work Environment

Capitalizing on Opportunities to

Strengthen the Company

VMV

Vision, Mission and ValuesPROFILE OF IPDC TRAINING INSTITUTE

Vision, Mission and Values

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15 YEARS+ of excellent in training

High quality standard in process on obtaining ISO 9001 CERTIFICATION

100% Customer satisfaction guarantee

TRUSTED by many major corporation in indonesia and region

Learning partner and PREFERRED by many corporation

Offer a wideranged but FOCUS applied programs

EXCELLENT IN SERVICE

EXPERIENCED and caringevent staff

Trainers are INDUSTRY-TESTED

PROFESSIONALS and PROFESSORS gaining for

more than 25 years of professional experience coming from

international and national firms and nation’s top universities

respectively

Why

IPDC ?

PROFILE OF IPDC TRAINING INSTITUTE

5 PT. IPDC Consulting & Advisory | Copyright 2017

TRAINING CATEGORIES WE OFFERED

COMMUNICATION SKILLSOIL & GAS INDUSTRY TECHNICAL KNOWLEDGE AND PRACTICE

HSEPRE-RETIREMENT PROGRAM(PURNA BHAKTI)

HUMAN RESOURCESPRODUCTION SHARING CONTRACT (PSC), ACCOUNTING, FINANCIAL AND CONTRACTUAL ASPECTS

LOGISTIC, CONTRACT, AND SUPPLY CHAINMANAGEMENT

PROJECT AND PROCUREMENT MANAGEMENT

MANAGEMENT AND LEADERSHIP PURCHASING & MATERIAL MANAGEtMENT

MANAGEMENT OF TRAINING

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12 SECRETARIES AND OFFICE

ADMINISTRATION

Current Similar Experiences (in-house training)

IPDC has been facilitating agreat numbers of In-houseAnd Public Training Programsfor the last 16 years.

See our website www.ipdc.co.id (Clients and Gallery) tofind out on our experiences

Please call us for the copy ofcontract for fact and dataverification on our claimedexperiences.

PROFILE OF IPDC TRAINING INSTITUTE

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Rasuna Office Park 2/QO-08. Jl. HR. Rasuna Said, Jakarta 12960 Indonesia

Ph (+6221) 8378 6465 ; 8378 6477 ; 83786389

Fax (+6221) 8378 6478E-mail : training@ipdc.co.id; registration@ipdc.co.id

www.ipdc.co.id

Permanent Office

PROFILE OF IPDC TRAINING INSTITUTE

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LECTURE ICE BREAKERS AND GAMESCASE STUDIES AND PROBLEM

BASED LEARNING

GROUP COACHING GROUP DISCUSSION ROLE PLAY & PRACTICE

“It should be Fun, Interactive, and Applied”

APPROACH & METHODOLOGY

Training Delivery Method

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APPROACH & METHODOLOGY

Training Effectiveness Evaluation (The Four Levels of Learning Evaluation by Donald L. Kirkpatrick)

Level 1 Level 2 Level 4

Reaction Learning Results

Me

asu

rin

g

How participants react to the training program

Learning can be done through identifying what

evaluator wants to evaluate, (i.e., changes in knowledge,

skills, or attitudes

Final results that occurred because

participants already have attended training

program.

Ho

w t

o D

o It

?

Questions of surveys or questionnaires like these should be considered:• Did the trainees feel that

training was worth their time?

• What were the biggest strengths of training, and the biggest weaknesses?

• Learners’ skills and knowledge are assessed before training program.

• Candidates are unaware of the objectives and learning outcomes of the program.

Level 3

Behavior

The extent to which change in participants’ behavior has

occurred because of attending training

programs.

For measuring changes in behavior, questions like these should be considered:• Did the trainees put any of

their learning to use?• Are trainees able to teach their

new knowledge, skills, or attitudes to other people?

Measuring final results that occurred because

participants already have attended training

program.

BEFORE Training

• The phase where instructions are started.

• This phase consists of short tests and quizzes at regular intervals.

DURING Training

• Learners’ skills and knowledge are assessed again to measure the effectiveness of training program.

POST Training

Ch

ange

s

After gathering information, changes could be done based

on the trainees’ feedback and suggestions.

Make changes happen, these conditions are necessary, the trainees: • have the desire to change

themselves.• know what to do and how to

do it.• be trained in the right climate. • be rewarded for changing.

Outcomes or final results that are closely related to training program should be considered such as:• Increased employee

retention.• Higher morale.• Increased customer

satisfaction

IPDC will only use two levels for Training Effectiveness Evaluation

in this program

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As part of training delivery, IPDC shall submit the following items:

• Training material/ tool kit for all participants.

• Certificates of Achievement for all participants.

• Program documentation (In-Class session) and video recording.

• Report of Program Result

APPROACH & METHODOLOGYDeliverable

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TRAINING AGENDAOverview

Achieving organizational objectives from the supply market requires a sound approach toprocurement and effective use of influencing, persuasion and negotiation skills to changeattitude, persuade others to our opinions and agree both commercial and operationaloutcomes. These skills are essential for agreeing contractual arrangements at the outset ofa contract and then managing both commercial and operational issues during theimplementation, management and review phases of the contract life-cycle.

This 3-day course is designed to enhance awareness of key concepts relating to negotiationand essential procurement and contract management skills, and provide a safeenvironment in which to experiment, practice and receive feedback using “real play”procurement and contract management scenarios (using video if preferred).

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TRAINING AGENDAProgram Objectives

Upon completion of training, the participants are expected to be able to:

• Negotiate more confidently, both commercially and operationally, with suppliers and othercontract stakeholders.

• Develop tactics and strategies to become effective negotiators.

• Build a good long term relationship to obtain a win-win solution.

• Adopt new approaches to influencing and negotiating with suppliers and stakeholders,especially where predominant styles are not being effective.

• Lead the negotiation team

• Develop a strategy in negotiation with various private parties (government agencies, privateand community based organizations)

• Enhance understanding about common supply chain process and management in oil andgas business

• Enhance practical knowledge to function as a procurement or contract professional

PT. IPDC Consulting & Advisory | 13

TRAINING AGENDA

Agenda

Program Topics Highlights

Negotiation Skills

Negotiation Skills in Oil & Gas Pro-curement

Preparing for a

Successful Negotiation

Colla-borative

Negotiation

Complex/ Difficult

Negotiations

Negotiation in the

Procure-mentPhase

Closing The Deal

&

Practice & Simulation

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TRAINING AGENDAAgenda

Negotiation Skills Procurement and Contract SpecialistDAY ONE

Time Session Topic Discussed

07.45 – 08.00 Opening Sessions, Training Ground Rules and Ice Breakers

08.00 – 10.30Introduction to

Negotiation Skills

• Pre-Test (Assessment)• Introduction and Objectives & Ground Rules• Assessing Your Negotiating Skills in Sales• Principles of negotiation• Types of Negotiation in Organizations / Procurement / Contract• Concept of negotiation• Secrets of a successful negotiation

10.30 – 10.45 Coffee Break

10.45 – 12.00

Negotiation Skills in Oil &

Gas Procurement[Part 1]

• Oil & Gas Procurement and Contracting Processes• Plan And Prepare for Negotiations• An Approach to Negotiation• Negotiation for Value in Procurement and Contracts

Practice I Case Study I Simulation

12.00 – 13.00 Lunch Break and Prayer Time

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TRAINING AGENDAAgenda

Negotiation Skills Procurement and Contract SpecialistDAY ONE

Time Topic

13.00 - 15.00

Negotiation Skills in Oil & Gas Procurement

[Part 2]

• Negotiating Risks and Opportunity • The Negotiation Structure• Understand Key Steps of Negotiation• Effective Influencing Styles in Procurement and

Contract Management

15.00 – 15.15 Coffee Break

15.15 – 17.00 Practice and Role Plays in Oil & Gas Procurement Negotiation

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TRAINING AGENDAAgenda

Negotiation Skills Procurement and Contract SpecialistDAY TWO

Time Session Topic Discussed

08.00 – 10.30

Preparing for a Successful

Negotiation [Part 1]

• Robust planning to negotiate• Negotiation Team and Authorization to Negotiate (ATN)• Communication & Human Behaviour • Clear Negotiation Goals and Objectives• Opening - Bargaining – Closing

10.30 – 10.45 Coffee Break

10.45 – 12.00

Preparing for a Successful

Negotiation [Part 2]

• Best Alternative To a Negotiated Agreement ( BATNA) • Zone Of Possible Agreement (ZOPA) • Understanding Body Language • Establishing and Strengthening Positions

Practice I Case Study I Simulation:

Goods Procurement Negotiation: Prisoners Dilemma

12.00 – 13.00 Lunch Break and Prayer Time

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TRAINING AGENDAAgenda

Negotiation Skills Procurement and Contract SpecialistDAY TWO

Time Topic

13.00 - 15.00

Collaborative Negotiation

• Getting to Yes *)• People vs. Problem• Interest vs. Position • Options vs Portions• Objective Criteria

Practice I Case Study I Simulation

15.00 – 15.15 Coffee Break

15.15 – 17.00

Complex/ Difficult

Negotiations

• Spotting Key Indication Of Complexity And Difficulty

• Getting Past No *)• Wants vs. Needs• Sole source suppliers; Single source suppliers• Win/Win meets Win/Lose; Win/Win meets Lose/Lose• Ethical behavior and negotiation

Practice & Case Study: Services Contract Negotiation

*) Getting to Yes by Fisher and Ury nd Getting Past No by UryThis two topics are adapted from Harvard negotiation approach. The authors call it “A straightforward, universally

applicable method for negotiating personal and professional disputes without getting taken – and without getting angry.”

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TRAINING AGENDAAgenda

Negotiation Skills Procurement and Contract SpecialistDAY THREE

Time Session Topic Discussed

08.00 – 10.30

Negotiations in the Procurement Phase

[Part 1]

• Portfolio Analysis in Procurement: Value to Buyer vs. Number of Capable Suppliers

• $ Value vs. Transactional Volume• Essential Terms of Contract• Key Contract Clauses

10.30 – 10.45 Coffee Break

10.45 – 12.00

Negotiations in the Procurement Phase

[Part 2]

• Contract Risks Management• Contract Changes and Dispute Settlement

Practice :

EPCI Contract Negotiation

12.00 – 13.00 Lunch Break and Prayer Time

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TRAINING AGENDAAgenda

Negotiation Skills Procurement and Contract SpecialistDAY THREE

Time Topic

13.00 - 15.00

Communication & Human Behaviour

in Negotiations

• Questioning • Active listening • Perception checks • Assertive communication • Influencing and Persuasion Skills

Practice:

Contract Change Negotiation

15.00 – 15.15 Coffee Break

15.15 – 17.00

Closing The Deal• Choosing and Moving to a Close• Building Commitment to Implement Agreements

• Post Test• Lesson Learned and Evaluation• Commitment and Action Plan• Closing