Course Details
Negotiating for Excellence
Successful negotiation requires more than persuasion. It involves preparation, strategy, communication and the ability to influence stakeholders while achieving business objectives.
This course provides a structured approach to negotiation planning and execution. Participants learn how to select negotiation strategies, manage information, leverage cost data, influence stakeholders and improve outcomes through practical exercises and real-world application.
Recommended For
Buyers • Procurement Professionals • Strategic Sourcing Managers • Contract Managers • Supply Chain Professionals
What You Will Learn
- Understand the purpose and types of negotiations to choose the right approach for each situation
- Apply the seven steps of negotiation to bring structure and confidence to every engagement
- Select the negotiation strategy best suited to each supplier and situation
- Use conditioning, information control and persuasion techniques to shape the negotiation before it starts
- Identify your own negotiation style, know when to shift it and build the right team for the table
- Gather and leverage cost data to prepare for — and gain advantage during — negotiations
- Practice one-on-one and team negotiation techniques through hands-on exercises
- Plan complex negotiations using ISM planning templates, including preparation for difficult suppliers
- Conduct negotiation post-mortems that feed continuous improvement and measurable results
Virtual Class Schedule
Day 1 - 10:00 am ET - 1:30 pm ET / 7:00 am PT - 10:30 am PT (3.5 hours), Break for Lunch
Day 1 - 2:30 pm ET - 6:00 pm ET / 11:30 am PT - 3:00 pm PT (3.5 hours)
Day 2 - 10:00 am ET - 1:30 pm ET / 7:00 am PT - 10:30 am PT (3.5 hours), Break for Lunch
Day 2 - 2:30 pm ET - 6:00 pm ET / 11:30 am PT - 3:00 pm PT (3.5 hours)
Member Price: $1,395.00
VIRTUAL CLASS
Date
Jun 15-16, 2027
Location
Terms And Conditions
Virtual Learning Transferals: Registrations are transferable without any charge to another ISM Virtual Learning Course occurring within 12 months of the original purchase. Transferring registrations to another party are subject to price variance or change based on membership status and an additional $50 fee will be incurred. Any bundled purchases are non-refundable.
Cancellations Virtual Learning: Cancellations more than 5 weeks before the date of the course will incur an administrative charge of 50 percent. Cancellation within 5 weeks of the date of the event will be charged the full fee. You must notify ISM in writing of a cancellation. Any bundled purchases are non-refundable.
Tax Deduction: The Internal Revenue Service may permit an income tax deduction to U.S. residents for expenses (including registration fees, travel costs, meals and lodging) incurred in pursuit of continuing professional education. Consult your tax adviser for details.