Negotiations For Procurement Professionals

About this course

Negotiating is tough and every expert has their take on what you should and shouldn't do.My intention with this course has been to take a Procurement-centric approach to Negotiations that includes plenty of examples. Other online courses are heavily theoretical, but this one leans on my experience leading negotiations for my former employer, Hewlett Packard Enterprise.Sean-Michael Callahan, my long-time friend and fellow Procurement Practitioner, co-teaches this course with me and shares his stories of negotiating hundred-million-dollar deals with some massive suppliers.We kick this course off with a brief introduction and share our backgrounds so that you can better understand where our experience comes from. In keeping with the Procurement-centric theme, we then talk about How Negotiations Fit Within Procurement.The course really kicks off with subsequent sections on The Foundations Of Negotiation and Negotiation Planning, the latter of which is the most important aspect of the entire negotiation process, in my opinion.We have a value-packed section on Negotiation Strategy in which we tell you how to come up with your Best Alternative To Negotiated Agreement (BATNA) and other planned negotiation outcomes. We talk about why it's important to understand your adversary and how you can manipulate your environment to better support your position. In Negotiation Execution, we talk through the following ideas:- Escaping Negotiating Roadblocks & Utilizing Time- Sticking To Your Guns- Negotiation Dos & Don'ts- Memorialize The NegotiationsFinally, we'll walk you through the aspects of The Ideal Negotiator before ending things with a brief recap.Unlike other courses out there, our courses are not theoretical, they contain tons of re

Course objectives

• to provide a procurement-centric approach to negotiations
• to share real-world examples and experiences
• to equip participants with practical negotiation skills