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Negotiating Out of a Hole - Techniques for Complex Situations

Learn more techniques on negotiations to help provide better results in a procurement and management environment.

Negotiations has been described as the Crown Jewel of Procurement. This topic will describe six categories of techniques which procurement leaders can utilize to dramatically improve the results of complex and high-value negotiations with strategic suppliers. This information will address outside the box methods used by senior level negotiators to alter the balance of power in complex circumstances. It also identifies creative ways to change the supplier's paradigm (perspective) regarding dynamics of consequence.

Runtime: 90 minutes
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Why Lorman?

Over 32 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

Negotiations - Procurement's Crown Jewel

  • Negotiation vs. Bidding - Getting Deeper Results
  • Negotiations in Category Management

What Makes Negotiations Difficult?

  • Balance of Power in Negotiations
  • Other Factors Which Further Weaken Our Position
  • Sole vs. Single Source

Six Techniques Helpful in Challenging Negotiations

  • The Early Involvement of Procurement
  • Collaboration Approaches
  • Methods for Preparing the Team for Fighting a Tough Battle
  • Empowerment of Negotiations Through Factual Data
  • Ways to Negotiate All Tco Elements Before Beginning Relationship
  • Methods for Shifting the Paradigm - Changing the Relationship
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Why Lorman?

Over 32 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 Webinar

This course was last revised on July 19, 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.

Audio & Reference Manual

This program does NOT qualify, nor meet the National Standard for NASBA accreditation.

MP3 Download

This program does NOT qualify, nor meet the National Standard for NASBA accreditation.

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Why Lorman?

Over 32 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

Mark J. Trowbridge, CPSM, C.P.M., MCIPS

Mark J. Trowbridge, CPSM, C.P.M., MCIPS

Strategic Procurement Solutions, LLC

  • Principal in the office of Strategic Procurement Solutions, LLC, a provider of advanced supply management advisory, skills diagnostic, and professional development services
  • Past career roles in manufacturing (3rd largest global manufacturer of yachts), transportation (world’s largest airline), and financial services (domestic 2nd largest and global 13th largest banking enterprise)
  • 20 years in consulting supporting clients like Apple, Intel, Adobe Systems, Delphi, Kraft Foods, Johnson & Johnson, Hertz Corporation, Mitsubishi, State of Colorado, Volvo North America, Signet Jewelers (Kay, Jared, Zales), Limited Brands, Allstate, Commonwealth of Massachusetts, Nationwide, CarMax, Tupperware International, Hertz Corporation, State of Maine, Newmont Mining, Sephora
  • Practice emphasizes all aspects of procurement & supply management performance
  • Conducts regular seminars and workshops on numerous procurement category management, expert strategic sourcing, advanced procurement negotiations, best practices in inventory management, strategic contracting
  • Author of many articles in publications and information sites like Supply Chain Management Review, Inside Supply Management, eSide Supply Management, SpendMatters, and Modern Materials Management
  • Membership; Institute for Supply Management (ISM), National Contract Management Association (NCMA), Chartered Institute of Purchasing & Supply (CIPS)
  • B.A. degree in business administration, Pepperdine University; CPSM and C.P.M. degree, Institute of Supply Management (ISM); MCIPS from the London Chartered Institute for Purchasing & Supply (CIPS)
  • Can be contacted at [email protected], 209-419-1699, or www.linkedin.com/in/mark-trowbridge-cpsm-c-p-m-mcips-24184b2a/
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Why Lorman?

Over 32 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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Product ID: 405854
Published 2019
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