INTRODUCTION

The Certified International Purchasing Manager (CIPM) is designed for current and future purchasing & supply chain professionals and managers, reflecting levels of understanding and of competence needed to assume responsibility for managing purchasing & supply chain operations at the international level. It is based on a Learning System (LS) developed by the International Trade Centre (ITC), and conducted by the prestigious International Purchasing and Supply Chain Management Institute.

The certification examination review course prepares purchasing and materials management professionals for the Certified International Purchasing Manager (CIPM) Examination sponsored by the International Purchasing and Supply Chain Management Institute (IPSCMI).  Certification as a CIPM is increasingly being specified in position descriptions and job announcements as desired and/or minimum qualifications to be met for such professionals.

WHO SHOULD ATTEND?

This program is specially designed for professionals, managers, and executives who are involved in purchasing and/or supply chain management at the international level. It is also suitable for those who are planning to venture into this field of specialization.

PROGRAM OBJECTIVES

  1. To develop an in-depth understanding of the international sourcing, management and administration processes, and current issues as they relate to purchasing and supply chain management in an international context.

  2. To develop an understanding of what to study and how to study in preparation for the CIPM.
  3. To determine which CIPM tasks require the greatest amount of study and concentration in order to pass the CIPM examination.      

TOPICAL COVERAGE/BODY OF KNOWLEDGE 

    • Differences: Domestic and Global Purchasing
    • Global Sourcing Levels
    • Global Sourcing Benefits
    • Switching from Domestic to Global Sourcing
    • Roadblocks to Overcome
    • Starting an Offshore Buying Program
    • Sourcing Strategies (Pros and Cons)
    • Domestic Global Sourcing Companies
    • In Country-based Sourcing Representatives
    • Establishing Dedicated International Purchase Office (IPO)
    • Direct from Offshore Suppliers
    • Identifying and Qualifying Offshore Suppliers
    • Using available procurement techniques
    • Comparing total landed cost of acquisition
    • Negotiating With Offshore Suppliers
    • Financing the Transaction
    • The role of Domestic Law and CISG
    • Preparing the contract with the Offshore Supplier
    • Documentation required
    • Key clauses for the contract with the Offshore Supplier
    • Dispute settlement provisions for the contract with the Offshore Supplier
    • Recommended methods of payment
    • Protecting the purchase from foreign currency exposure
    • Terms of Purchase Documentation
    • The Terms of Shipping Documentation
    • What the Purchaser Should Specify in the International Purchase Contract
    • International Commercial Terms (INCOTERMS)
    • Bill of Lading and Other International Purchasing Documents
    • International Negotiation
    • The Influence of Culture on International Negotiation
    • The International Negotiation Process
    • Managing International Negotiations
    • Decision Making
    • Global Negotiation Styles
    • Foreigner’s Viewpoint of Americans as Negotiators
    • American Viewpoints of Saudis as Negotiators
    • Differences in Negotiation Approaches, Saudis and American
    • Practical Issues in Cross-Cultural Negotiation

    AWARD OF CERTIFICATION

    Candidates who wish to become certified must meet the following requirements:
    1.         AA degree OR more than three years of experience in business.
    2.         Satisfactory completion of a 3 hour multiple choice examination
    3.         Completion of an application for certification and payment of all fees.

    TRAINING OUTLINE

    WEEK #1 ONLINE
    DAY #1 CONVENTIONAL

    Differences: Domestic and Global Purchasing
    Global Sourcing Levels
    Global Sourcing Benefits
    Switching from Domestic to Global Sourcing
    Roadblocks to Overcome
    Starting an Offshore Buying Program
    Sourcing Strategies (Pros and Cons)
    Domestic (US) Global Sourcing Companies
    In Country-based Sourcing Representatives
    Establishing Dedicated International Purchase Office (IPO)
    Direct from Offshore Suppliers
    Identifying and Qualifying Offshore Suppliers
    Using available procurement techniques
    Comparing total landed cost of acquisition
    Negotiating With Offshore Suppliers
    Financing the Transaction

    WEEK #2 ONLINE
    DAY #2 CONVENTIONAL

    The role of the UCC and CISG
    Preparing the contract with the Offshore Supplier
    Documentation required
    Key clauses for the contract with the Offshore Supplier
    Dispute settlement provisions for the contract with the Offshore Supplier
    Recommended methods of payment
    Protecting the purchase from foreign currency exposure
    Terms of Purchase Documentation
    The Terms of Shipping Documentation
    What the Purchaser Should Specify in the International Purchase Contract
    International Commercial Terms (INCOTERMS)
    Bill of Lading and Other International Purchasing Documents

    WEEK #3 ONLINE
    DAY #3 CONVENTIONAL

    International Negotiation
    The Influence of Culture on International Negotiation
    The International Negotiation Process
    Managing International Negotiations

    WEEK #4
    DAY #4 CONVENTIONAL

    Decision Making
    Global Negotiation Styles
    “Negotiating With Americans”
    “Negotiating With Chinese”
    “Negotiating With Japanese”
     “Negotiating With Germans”
    “Negotiating With Arabs”
    “Negotiating With Mexicans”
     “Negotiating With Indians”
    “Negotiating With Brazilians”
    “Negotiating With Filipinos”
    “Negotiating With Vietnamese”
    Practical Issues in Cross-Cultural Negotiation

     

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