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402, 2021

Negotiation No-No’s

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Could you be making mistakes during negotiations and not even know it? Even if you’ve successfully negotiated price reductions, you may not be getting the best deals possible. Knowing a few techniques is not enough. You especially need to know what not to do in a negotiation. This course will alert you to the common negotiation mistakes many procurement professionals make so that you can avoid them.


This is a self-paced course with no instructor-led forum and you have 30 days from registration to complete all course elements. It should take you approximately one hour to review the material and take any quizzes. All readings are provided in the course.

This course has been pre-approved for 1 CEH towards the CPOS, CPOP, CPOM, and CPOE certifications.

402, 2021

Championship-Caliber Negotiation Preparation

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Is a lack of procurement negotiation preparation setting you up for failure even before negotiations begin? If you want to achieve championship-caliber negotiation results, you have to become a championship-caliber negotiator. And championship-caliber negotiators know that negotiation preparation is not optional; there are no shortcuts to negotiation success. The adage “By failing to prepare, you are preparing to fail” is very true when it comes to negotiating. By not using the best procurement negotiation preparation techniques, you could be leaving substantial value on the table at each and every negotiation. Upon completing this course, you will be able to:

  • Apply the tasks of championship-caliber negotiation
  • Understand the negotiation concept referred to as “Expanding the Pie”
  • Identify the characteristics of championship-caliber negotiators
  • Conduct negotiation research
  • Avoid the negotiation risks of backdoor selling
  • Establish negotiation guideposts

This is a self-paced course with no instructor-led forum and you have 30 days from registration to complete all course elements. It should take you approximately one hour to review the material and take any quizzes. All readings are provided in the course.

This course has been pre-approved for 1 CEH towards the CPOS, CPOP, CPOM, and CPOE certifications.

402, 2021

Making the Right Negotiation First Impression

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If creating a fantastic first impression isn’t a part of your supplier negotiation strategy, then you will never maximize your potential negotiation success. Whether you are entering a collaborative or competitive negotiation, a strong first impression can help keep your suppliers from taking advantage of you and increase your chances of securing the best deal. You only get one chance. The perfect first impression is one where your suppliers immediately know that you are a negotiating force to be reckoned with. If you show signs of weakness, you can bet your suppliers will seek to exploit them—even in the context of a supposed win-win negotiation. Upon completing this course, you will be able to:

  • Apply 20 techniques to create the perfect negotiation first impression
  • Apply advanced preparation techniques
  • Navigate the critical first moments that a supplier enters your organization’s facility to negotiate
  • Apply the easy, but not so obvious, ways to alter your speaking style to make a huge difference in the impression you create with a supplier
  • Identify and navigate specific interactions during the negotiation itself that can quickly earn you a supplier’s respect

This is a self-paced course with no instructor-led forum and you have 30 days from registration to complete all course elements. It should take you approximately one hour to review the material and take any quizzes. All readings are provided in the course.

This course has been pre-approved for 1 CEH towards the CPOS®, CPOP®, CPOM®, and CPOE® certifications.

402, 2021

Creative Negotiation for Buyers

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Negotiating with suppliers has evolved over the years. No longer is it simply about who can yell the loudest or think the fastest. Today, the most successful procurement negotiations focus on creating win-win situations with suppliers. When two organizations work together creatively, they often produce better business results than ever before. Learn how to negotiate using creative negotiation techniques so that you can start achieving better procurement results today. Upon completing this course, you will be able to:

  • Identify creative avenues to pursue in negotiations
  • Apply “reverse differentiation” to persuade your suppliers to offer better terms
  • Use should cost models in negotiations
  • Understand why focusing negotiations on price alone is short-sighted
  • Negotiate for value-added services
  • Apply psychology to a procurement negotiation
  • Negotiate an already-signed contract

This is a self-paced course with no instructor-led forum and you have 30 days from registration to complete all course elements. It should take you approximately one hour to review the material and take any quizzes. All readings are provided in the course.

This course has been pre-approved for 1 CEH towards the CPOS, CPOP, CPOM, and CPOE certifications.

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