Sharpen your contract negotiation skills and discover new tools to increase positive results.
This topic will help you to understand how negotiation strategies will differ across a relationship segmentation portfolio, and anticipate how specific negotiation concessions will impact the overall financial proposition behind a deal. There will be a discussion around the tools and talent needed, allowing you to identify the appropriate commercial skills needed for a successful negotiation and understand the commercial tools used in a successful negotiation. The information will cover some of the tactical points, such as how to develop the key tactical points in a world-class negotiation plan and then define and measure tactical success in a negotiation.
Credit
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Why Lorman?
Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
The Ideal Timing to Initiate a Negotiation
Establishing the Strategic Direction for the Negotiation Process
Addressing Stakeholder Needs and Expectations From the Negotiation
Meeting the Vendor's/Supplier's Needs
Approaching the Strategic and Tactical Issues Related to the Negotiation
Developing Contingency and Fallback Plans in Case There Is a Deadlock
Deciding When to Fall Back, Compromise or Pursue Creative Solutions
The Trends and Pitfalls to Avoid in Negotiations
Credit
More Program Information
Why Lorman?
Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on October 9, 2019.
Call 1-866-352-9540 for further credit information.
- CPIM/CFPIM/CSCP 1.0
- This program may qualify for 1.0 certification maintenance points toward the CSCP, CPIM and CLTD designations through The Association for Operations Management.
- ISM 1.5
- Participants who successfully complete this program will receive 1.5 hours of continuing education. They may be applied toward ISM CPSM, CPSD or C.P.M. recertification. ISM's consent to approve hours for this educational event is not an endorsement of this program or its content by ISM.
This program does NOT qualify, nor meet the National Standard for NASBA accreditation.
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Why Lorman?
Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Jim Bergman
Commercial Officers Group
- CEO of Commercial Officers Group, a thought leader on all matters related to commercial contract management
- Through his “in the trenches” experience as an attorney and commercial contract management professional, he has delivered over $100 million in negotiated savings and value for money through his contract management support
- Been involved in numerous research studies on contract management
- Conducted workshops and webinars on contract management for the benefit of over 10,000 individuals during the past decade
- Sessions have been delivered to individuals in over 100 countries
- In addition to being licensed as an attorney in Illinois, Texas and Oklahoma, he has been certified as CCM Practitioner, CCM Advanced Practitioner, and CCM Expert
- Can be contacted at 720-470-9846 or [email protected]
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Why Lorman?
Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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