Post-Conference Master Class 2 - November 01-02, 2011
ADVANCED PROCUREMENT NEGOTIATIONS
Introduction
There are many seminars, books, & video series today about the subject of “Negotiation”. Unlike most, this two-day Advanced Procurement Negotiations program is uniquely tailored for the supply management professional; presented to groups by skilled trainer who has achieved remarkable success in negotiations. This program is consistently praised by participants for teaching & developing skills that directly pertain to the acquisition of technologies, products, and services. Class members also learn approaches that work for their personality styles and can be tailored to the commodities they are each responsible for acquiring. The instructor brings advanced strategies, tactics, concepts, techniques to the program. The sessions include a mixture of instruction, group case studies, interactive dialog, and…negotiation role playing exercises. Participants receive a 150+ page training manual.
Topics Covered
- Assessment of Personal Negotiation Capabilities
- When to Negotiate
- Developing the Pre-Negotiation Strategy Checklist
- Aligning Negotiation Behavior With Established Supplier Relationships
- Harmonization of Stakeholder Objectives w/Procurement Strategies
- Working with Various Personality Styles
- Building Customer & Supplier Requirement Profiles
- Developing the Negotiation Plan
- Tactics & Strategies that Create Win/Win Negotiations
- Procurement’s Role in Negotiations
- The Unwritten Rules of Negotiations
- Team Identification & Assignments
- Price vs. Cost Negotiations
- Negotiable Elements
- Negotiations Requirements Template
- Negotiator Profiles/Skills
- Building Momentum in Negotiations
- Advanced Tips & Techniques
- Setting the Stage for Successful Negotiations
- Negotiation Strategies & Techniques
- Outcomes / Relationships
- “Issues & Needs” vs. “Positions”
- Negotiations and People
The Negotiation Process - Power of Negotiation
- Sole Source Negotiations (7 Winning Techniques)
- Negotiation Mistakes (12 Pitfalls)
- Supplier Positioning Tactics & Appropriate Responses
- The Art of Breaking a Bargaining Deadlock
- Role Playing Exercises (3)
Who Should Attend
- Chief Procurement Officers
- Procurement Directors, Managers and Heads
- Contract Directors, Managers and Heads
- Supply Chain Directors, Managers and Heads
- Buyers
- Sourcing Specialists
- Operations Managers
- Vendor Relationship Managers
Certificate
A Certificate of Attendance will be handed to all delegates successfully completing this Master Class.
Facilitator
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Mark Trowbridge Principal Strategic Procurement Solutions LLC USA |
Mark has 26 years experience in procurement, which includes supply management leadership positions in the Services, Financial, & Manufacturing sectors, eventually as Director of Strategic Sourcing & Contracting Management for Bank of America, a global financial services company…where he achieved $250 Million in savings through sourcing and key negotiations of traditional and non-traditional acquisitions. Mark has also experienced great success in procurement consulting, exceeding targeted savings objectives on large sourcing projects in the Services, Telecommunications, Governmental, Technology, Health Care, Banking, Manufacturing & Insurance sectors. During his consulting tenure, Mark has assisted clients in capturing hundreds of millions in cost reductions. Mark holds a Bachelor's Degree in Business Administration from Pepperdine University. He earned his Certified Purchasing Manager (C.P.M.) designation from the Institute for Supply Management (I.S.M.) in 1993, and Lifetime Certification in 2003. He also is a Certified Professional in Supply Management (CPSM). Mark is currently an active member of both the I.S.M. and the National Contract Management Association. Mark is an invited guest speaker for supply management groups, including numerous seminars for global clients and professional associations.