Negotiating for Competitive Advantage and Mutual Gain
Acquire the essential skills needed to excel in today’s complex supply management negotiating environment
To stay ahead of global competition you must secure the benefits of excellent agreements for your organization. Built on a solid foundation of the latest negotiation and related research, this is a comprehensive yet pragmatic course designed to empower you to succeed. Utilizing interactive dialogue, role playing, intensive case analysis and Internet research, highly experienced industry professionals will lead you through a rigorous, systematic process intended to help you achieve your negotiating goals.
Who should attend
- Individuals in a sales or procurement function that requires negotiating for goods and services
- New purchasing practitioners
- Experienced buyers, agents and managers who would like a comprehensive overview of negotiation strategies
You will learn:
- Information gathering and synthesis
- Strategy formulation through options and alternatives
- Interpersonal skills
- International cultural awareness and communication skills
- Intra-organizational and supplier/buyer negotiating
- The difference between manipulation and negotiation
- How to recognize and avoid psychological “games”
- How and when to utilize the primary characteristics of successful negotiation techniques
- The value and process of building trust
SAVE 10%
Take advantage of a discounted fee when you attend “Negotiating for Competitive Advantage and Mutual Gain” in the same week as “Understanding Contracts and Legal Issues: Reducing Liability and Cost While Increasing Flexibility!” Please request this discount in the comments section of your online registration.
“John has a vast knowledge of contracting — all aspects. His presentation was well organized, defined (without being tedious) and encompassing. He encouraged active participation yet gently persuaded the class to move ahead. Well versed, pleasant demeanor and brought a wealth of experience and fascination with the subject matter.”
Kathy Hanlin, Contract Administrator/Buyer, Michigan State University, East Lansing, MI
“Excellent, excellent class. Very informative and exceeded all my expectations. Real-world and practical knowledge along with relevant and entertaining stories really drove home the points and material.”
Wayne Krolikowski, Energy Manger, Stora Enso North America, Wisconsin Rapids, WI
The University of Wisconsin–Madison, as a member of the University Continuing Education Association (UCEA), authorizes this course for 2.1 Continuing Education Units (CEUs) or 21 hours.
dtransue@exed.wisc.edu