THE ART OF COAL PRICE NEGOTIATIONS

31 JULY - 02 AUGUST 2018, PUTRAJAYA, MALAYSIA

About The Course

All of us have experienced that dreading, frustrating feeling when we cannot seem to get what we want. When situation does not work in your favor, your breath shortened, your grip tightened and your feelings take over. Negotiation, be it big or small, has its own art.

 

The coal business is growing bigger than ever before. It is YOUR TIME, to step up your game and be THE WIZARD that this industry needs. TNBF is thriving as the biggest, single coal buyer in the Asia Pacific region. We pride ourselves as an organization with negotiators’ mind set and excellent business aspirations. Hence, we intend to share our valuable experience and skills.

 

There is no doubt that an excellent preparation in a prerequisite to a successful conclusion. Therefore, we would like to invite you to our 3-day program where we aim to equip you with the correct skillsets for your next coal price negotiation. Amongst other topics, we will talk about how to create an impactful dialog, the dynamics of the coal market and most importantly, how to get more of what you want from a negotiation. We believe that the key is to be persuasive rather than demanding. Do not miss out as ‘opportunity knocks but once’.

Learning Outcomes

  • Understand the market forces and ways to deal it
  • Strategy and preparatory needed when involved in coal price negotiation
  • Anticipate the performance of coal market
  • To enhance knowledge in the perspective of seating arrangements, body language and also ways of communication which is vital in negotiations

Who Should Attend

This program is beneficial to:

  • Managers, Executive in middle management, purchasing and sales roles who want to increase their understanding of the psychological aspects of getting the best win-win deals with suppliers, contractors or customers
  • Those who wish to hone existing skills/knowledge to a higher level in negotiation.

Course Faculty - Amir Rizwan Ramali & Faizal Hafiz Razali

Amir Rizwan Ramali, Executive (Market Analyst), TNB Fuel Services Sdn Bhd

Amir is a potential executive in TNB Fuel Service. He is a graduate from University Putra Malaysia (UPM), in Bachelor of Business Administration in Finance. Currently, he entrusted with the position of the Executive (Market Analyst), TNB Fuel Services Sdn Bhd.

 

With total of five (5) years of employment experience, he started his carrier path in TNB Fuel Service. He was first positioned as Internal Auditor in TNB Fuel Service for 1 year. Then he was shifted to Market Analyst Department. Thereafter he serves as a market analyst until now.

 

Throughout his experience working as a market analyst, he joined in many negotiations especially negotiation in coal supplies. Therefore he has vast experience dealing with negotiators. He is also well aware of the coal price market.

 

Faizal Hafiz Razali, Executive (Market Analyst), TNB Fuel Services Sdn Bhd

Faizal obtained a Bachelor Degree of Accounting, International Islamic University of Malaysia. He is currently entrusted with the position of Market Analyst in TNB Fuel Services Sdn. Bhd (A subsidiary of Tenaga Nasional Berhad). Prior he was with the Group Finance in Tenaga Nasional Berhad, overlooking at revenue close to RM48billion in Financial Year 2017.

 

He owns a certified certificate of TOT – Basic Instructional Skills from TNB ILSAS and also has a certificate in Neuro-Linguistic Programming by Comfori training provider.

 

With almost 6 years working experience with TNB and TNBF, he had dealt with various customers, suppliers, traders in the industry internationally and exposed to various series of negotiations. In TNB Fuel Services Sdn. Bhd. he is currently handling the annual coal price negotiation with top producers from Indonesia, Australia, Russia and South Africa.

 

Faizal’s mission is to work and communicate closely with all coal players in the industry in order to keep him updated on the latest progress and information. By doing this, he believes it can strengthens the relationship between both parties and indirectly benefits the organization when it comes to the process of negotiating the contract and price negotiation.

TOPICS COVERED

Market Fundamentals

History of coal prices

Trending of index performance – The 10 Year Story

Types of pricing: Fixed, Index Linked, Hybrid, Discount and Premium

Coal Specification: What can you take, what can you compromise

Coal Market Performance

Strength and Weakness of your Clones, Jedis and Senators

Contract Performance

This training course has a limited attendance for up to 20 participants only. Sessions commence at 9am on all days, with short intervals at 10.30am and 3.30pm respectively. Refreshments will be provided in the short intervals. Lunch will be provided at 12:30pm for 1 hour. Sessions will end at 5pm on all days.

Unique Features with powerEDGE Training

• Pre-Course Questionnaire to help us focus on your learning objectives
• Detailed Course & Reference Manual for Continuous Learning and Sharing
• Practical Exercises & Case Examples to better understand the principles
• Limited class size to ensure One-to-One Interactivity
• Assessment at the end of the course to help you develop a Personal Action Plan