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.
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Over 37 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 37 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 July 19, 2019.
Call 1-866-352-9540 for further credit information.
This program does NOT qualify, nor meet the National Standard for NASBA accreditation.
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Why Lorman?
Over 37 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
Strategic Procurement Solutions, LLC
- Principal in the office of Strategic Procurement Solutions, LLC, a provider of advanced procurement advisory, skills diagnostic, and professional development services; active advisor to leading corporations and governmental groups on contracting processes, templates, and risk management
- 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); directed all contracts management for Bank of America globally
- 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, Hertz Corporation, Tupperware International, State of Maryland, Newmont Mining, Sephora, etc.
- Practice emphasizes all aspects of procurement and 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, and others
- Written many articles in publications and information sites like Supply Chain Management Review, Inside Supply Management, eSide Supply Management, SpendMatters, and Modern Materials Management
- Membership information includes Institute for Supply Management (ISM), National Contract Management Association (NCMA), Chartered Institute of Purchasing & Supply (CIPS)
- B.A. degree in business administration, Pepperdine University; holds professional designations as a CPSM and C.P.M. from the Institute of Supply Management (ISM) and MCIPS from the London Chartered Institute for Purchasing & Supply (CIPS)
- Can be contacted at 209-419-1699, [email protected], or www.linkedin.com/in/mark-trowbridge-cpsm-c-p-m-mcips-24184b2a/
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Why Lorman?
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