Successful negotiators approach supplier negotiations as an opportunity to create value, rather than simply battle over price concessions. They consider cost as one factor in supply relationships, and recognize that price is rarely an indicator of true total cost. By developing robust negotiation strategies and applying proven techniques, they find that a collaborative approach to negotiations can build a foundation for longer-term competitive success.

This webcast provides comprehensive championship-caliber negotiation strategies, techniques, and tips applied by successful negotiators for establishing a framework for:

• Preparing effectively
• Recognizing and countering negotiation tactics
• Moving negotiations from claiming value to creating value
• Turning challenging relationships into rewarding relationships
• Concluding better agreements as a result of being creative
• Avoiding money left on the table
• Striking deals that deliver more value for both parties

Our presenters are the authors of the new book, The Procurement Game Plan, Charles Dominick and Soheila Lunney.

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