Procurement Leadership Skills Development Center

Advanced Procurement Negotiations

Uniquely tailored for the Procurement Professional

6-Week Instructor-Led Online Course Starting 11 July 2017

Flexible and Convenient Learning Pace to Accommodate Your Busy Schedules.

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Identify the approaches that work for your own personality styles and tailor them to the commodities you are responsible for acquiring

Learn the negotiation skills that directly pertain to the acquisition of technologies, products, and services.

Top 7 Reasons Why You Should Join This Unique Learning Program.

  • This Course is Developed by a World Class Procurement Expert
  • Learn Innovative Methods and Skills that improve all key areas of the strategic supply management process
  • Achieve an Immediate Positive Impact on the Bottom Line
  • Intensive Instruction and Real World Case Studies
  • Learn Anywhere, Anytime at Your Convenience
  • Gain Certificate of Completion upon Successful Completion
  • If you Apply the Methods Covered, Results are Guaranteed

Fees: US$ 499/- Per Participant

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Led by Mark Trowbridge, CPSM, C.P.M., MCIPS

markHis 30 years in procurement 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. For the last 13 years, Mark has also experienced great success in procurement consulting, exceeding targeted savings objectives on large sourcing projects in the Oil/Gas, Mining, Telecommunications, Governmental, Technology, Health Care, Banking, Manufacturing & Insurance sectors. During his decade-long consulting tenure, Mr. Trowbridge has assisted clients in capturing hundreds of millions in cost reductions. He is one of the original founders of Strategic Procurement Solutions, LLC. Mr. Trowbridge 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). His MCIPS certification was granted by CIPS in 2011. Mark is currently an active member of the I.S.M., CIPS, and the National Contract Management Association. He is an invited guest speaker for supply management groups, including numerous seminars for global clients and professional associations. He has been a featured speaker at the last ten I.S.M. International Conferences. His LinkedIn profile is among the 1% most-viewed out of that organization’s 250 Million members. Mr. Trowbridge has written featured articles for Supply Chain Management Review, eSide Supply Management, Inside Supply Management and Strategic Procurement Solutions own online Best Practices in Supply Management Journal (the latter of which is distributed bi-monthly to more than 13,000 global procurement professionals).

Learn the Best Practices used by World Class Procurement Professionals

Week 1

  • The Place of Negotiations in Today’s Strategic Sourcing Environment
  • The History of Supply Chain Negotiation Techniques
  • Individual Exercise – Assessment of My Personal Negotiation Capabilities
  • When to Negotiate? (Rather than Compete)
    Developing the Pre-Negotiation Strategy Checklist

Week 2

  • Aligning Negotiation Behavior With Key Supplier Relationship Attributes
  • Harmonization of Stakeholder Objectives w/Procurement Strategies
  • Attributes of World Class Negotiators
  • Ways to Identify the Opposition’s Personality Styles & Techniques to Apply
  • Building Customer & Supplier Requirement Profiles

Week 3

The Negotiation Process – Exploration of the Six Process Stages Essential to Every Successful Negotiation:

  •   Preparation
  •   Positioning
  •   Discovery
  •   Problem Resolution
  •   Identification of Options
  •   Securing Commitment

Week 4

  • Ethics in Negotiations
  • Tools – Preparing a Negotiation Plan & Worksheet
  • Must Know Elements from the Harvard Negotiation Study
  • Tactics & Strategies that Create Win/Win Negotiations
  • Techniques for Negotiating In-Person (Team or Individuals), via Telephone, or via Email.

Week 5

  • Team Identification & Assignments – Procurement’s Role in the Negotiations
  • Five Unwritten Rules of Negotiations
  • Introduction to Tools – Negotiations Requirements Template and Negotiation Strategy Template
  • Building Momentum in Negotiations
  • Setting the Stage for Successful Negotiations (Selecting Location, Room & Participant Arrangements)

Week 6

  • Negotiations and People – Identifying “Needs” which Drive Counterpart Behaviors
  • Sole Source Negotiations – Changing the Paradigm (7 Winning Techniques)
  • Negotiation Mistakes (12 Pitfalls)
  • Supplier Positioning Tactics & Appropriate Responses
  • The Art of Breaking a Bargaining Deadlock

Our Past Participants include Procurement Professionals Representing Leading International Corporations.

  • Accentcare
  • Amec Foster Wheeler
  • Arris
  • Bill & Melinda Gates Foundation
  • Bray
  • Cape Air
  • Capital One
  • Country Financial

  • Desjardines
  • Devro
  • Farmcredit Mid America
  • Ferrovial
  • Genpact
  • Greendot Corp
  • Infinity Homecare
  • Keystone Foods

  • Lake County Illinois
  • Learning Resources
  • Legrand
  • Maltese Government
  • Mass Mutual
  • Mentor Graphics
  • Northrop-Grumman
  • Paychex

  • Quad Graphics
  • ‎Sierra Rutile Limited
  • Southern Star Central Gas Pipeline
  • Spark New Zealand
  • State of Nevada – USA
  • Unisys
  • USAA
  • Visa

Group Discounts and Early Bird Discounts are Available!

What the Past Participants Say About Our Courses?

"The course helped me fine tune my ability to assess the contract negotiation as I can refer to the course information anytime if I need to improve my approach with the vendors."
Procurement Director
Real Estate Services Provider, Singapore
"I liked that others in my field were participating. We all ended up contributing to the class and all benefited from that experience. Some of us had specific experience in an area and were willing to share experiences."
IT Procurement Manager
Financial Services Company, USA
"I've been telling my manager and some stakeholders about how the course has already helped, especially with some of the pointers I've picked up along the way."
Procurement Manager
Telecom Services Provider, New Zealand
"Really enjoyed the interaction with the Instructor and participants. The course content was pertinent and well presented. I will highly recommend this course, internally!"
‎Advisor, Procurement and Software Purchasing
Financial Services Company, USA
"The class discussions brought out more in-depth answers from Mark which solidified the training materials. I will send multiple people from my team through this training."
IT Financial/Contract Manager
Payroll Outsourcing Company, USA

24x7 Learning Anywhere. Anytime. Flexible and Convenient. No time off from work.

Thousands of Learners representing 300 Clients in 100 Countries have Attended these Courses.