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Negotiation Strategies: Beyond the Basics, Optimizing Value

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Seminar #4447
June 4 - 6, 2014
Atlanta, GA

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Supply professionals must aggressively identify and capitalize on opportunities to meet executive management's rising expectations. Strong people skills and the ability to effectively negotiate are crucial requirements. This program starts with essential negotiation elements then builds rapidly to advanced strategies that will change the way you approach negotiations. Throughout, the major focus is on optimizing value through organizational supply chains.

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Who Should Attend

Individuals who would benefit from advanced value-focused negotiation skills and those needing to move beyond negotiation basics to the understanding and application of advanced techniques. This seminar supports negotiators who want the winning advantage within the realm of supply.

You Will Learn...
  • Nine key influences on the decision to negotiate
  • How to achieve "quantum-leap", "value-adding" results
  • How to identify and prioritize the key issues
  • Eight target areas when analyzing a critical purchase
  • Six critical considerations when structuring a negotiations team
  • Five important pre-negotiation checklists
  • How to develop strategic negotiation objectives
  • How to develop and implement a negotiation strategy
  • Seven common sense negotiation tactics
  • Advanced negotiation tools and techniques
  • Six critical areas for negotiation when structuring a supply agreement
You Will Earn...

21 continuing education hours

Course Outline
  1. Understanding the process of negotiation: Understanding the negotiation process; when negotiation is appropriate; and the key influences on whether to competitively bid or negotiate
  2. Current state analysis: Defining the interests of the parties; understanding the importance of relative buyer/supplier position strength; and how to determine a useful negotiation range
  3. Market and Industry analysis: Information sources; comparing supplier financials to identify areas for negotiation; evaluating potential suppliers; and reducing the supplier portfolio to the vital few
  4. Preparation strategies: Developing buyer needs and expectations with a focus on organizational competitive imperatives; when to use a negotiations team; and a useful pre-negotiation checklist
  5. Implementing negotiation strategy: Understanding supplier expectations; incorporating motivational theory; negotiation tactics and techniques; common rules; a follow-up checklist; and defining a "walk-away" point
  6. Situation-specific negotiation strategies: Legal issues; negotiating for economies-of-scale; price and cost analysis; understanding supplier costs; cost modeling; using cost behavior in negotiations; identifying hidden supplier profits; negotiating for supplier contribution to buyer organization strategic objectives
  7. A model for mutually beneficial negotiation

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Hotel Information

AMA Atlanta Executive Conference Center
1170 Peachtree Street
Suite 300
3rd Floor, Proscenium Building
Atlanta, GA 30309

American Management Association Executive Conference Center is located at 1170 Peachtree Street on the third floor of the Proscenium Building at the corner of Peachtree Street and 14th Street in midtown Atlanta.

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In order to ensure maximum participation interaction and learning, enrollment is limited.

Seminar Hours:
2-Day Seminars
First Day: 8:30 a.m. - 4:30 p.m.
Second Day: 8:30 a.m. - 4:00 p.m.

3-Day Seminars
First Day: 8:30 a.m. - 4:30 p.m.
Second Day: 8:30 a.m. - 4:30 p.m.
Third Day: 8:30 a.m. - 4:00 p.m.

One-Day Seminars:       8:30 a.m. - 4:30 p.m.

Half-Day Seminars (On-Point):     1:00 - 4:30 p.m.

Please be sure to read all Seminar Registration Information prior to registering for a course.

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Seminar #4447 Regular Price Member Price
Cost: $1,899.00 $1,599.00
Early Bird*: -$200.00 -$200.00
Total: $1,699.00 $1,399.00
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* Save USD $200 when you register 30 days or more prior to the program start date (not applicable to One-Day programs). Payment must be received at the time of registration in order to qualify for the early bird discount.

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