Essential Principles of Negotiations

Course Description

Essential Principles of Negotiations level-sets the participants’ understanding of negotiation influence and strengthens preparation, planning, and execution activities involved with both simple and complex negotiations. The program includes industry techniques and tools for traditional supplier negotiations, as well as tips for internal cross-functional leadership. Participants walk away with a standard industry and customized individual experience, which includes their personal Negotiation Style “DNA” to help them embrace their own natural tendencies and strengths. The program includes mock negotiations to reinforce techniques and tactics immediately in a “no judgement zone” environment.

Available Classroom Sections

Start Date End Date Registration Deadline Format Location Cost CRN
Section Details Sep 24, 2018 Sep 25, 2018 Monday, September 24, 2018 - 23:59 Classroom Atlanta, Georgia $1,450 18553

Special Discount

There are discounts available for this course. Please use one of the coupon codes below at checkout. Note: Only one coupon code can be used per shopping cart.

Alumni:  If you are a returning student of the Supply Chain & Logistics Institute (SCL) courses or you are an alumni of the GT EMIL or MSSCE programs, you can receive 10% off of any LOG course – Use coupon code SCL-Alum

Member Organization: Members of certain organizations can receive 10% off of any LOG course (for information on member organizations visit: – Use coupon code SCL-Org

Certificate Participants: To receive a certificate course price of 17% off per course, you must enroll and pay for all courses required to earn a certificate– Use coupon code SCL-Cert

Who Should Attend

This course is ideal for sourcing initiative leaders, project leaders, business unit leaders, operations managers, sales leaders, and procurement and supply management-related professionals who are involved with supplier selection, contract development, and supplier performance management.

How You Will Benefit

  • Increase emphasis negotiation conditioning and philosophy setting before and throughout the entire sourcing engagement process.
  • Enhance your toolbox of industry standard negotiation prep tools like the SWOT and BATNA.
  • Better prepare for negotiations by leveraging knowledge of key negotiation terms and counter-offer tactics.
  • Improve negotiation table techniques and soft skills to direct and redirect negotiation momentum.
  • Heighten ability to successfully utilize your traditional “comfort zone” approach in combination with your negotiation team’s strengths by leveraging Personal Negotiation Stylessm.


  • Negotiation Conditioning Overview
  • Negotiation Preparation Tools
  • Negotiation Execution Techniques
  • Stakeholder Engagement & Team Leadership
  • Live Negotiations Simulation & Feedback

For Course-Related Questions

Please contact the course administrator: Tim Brown