Essentials of Negotiations and Stakeholder Influence
- Overview
- Course Content
- Requirements & Materials
COURSE ID: LOG 3702P
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Georgia Tech Supply Chain and Logistics InstituteEssentials of Negotiations and Stakeholder Influence
Course Description
Essentials of Negotiations and Stakeholder Influence level-sets your 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. You'll walk away with a standard industry and customized individual experience, which includes your Personal Negotiation Styles℠ “DNA” to help you embrace your own natural tendencies and strengths. The program includes mock negotiations to reinforce techniques and tactics immediately in a “no judgement zone” environment.
This course is also available as a private or corporate offering. Visit the Supply Chain and Logistics Corporate Training page to learn more.
NEGOTIATION CONDITIONING OVERVIEW
NEGOTIATION PREPARATION TOOLS
NEGOTIATION EXECUTION TECHNIQUES
STAKEHOLDER ENGAGEMENT AND TEAM LEADERSHIP
LIVE NEGOTIATIONS SIMULATION AND FEEDBACK
Important Information
To help practice and hone your negotiations skills, you will be videotaped during a practice negotiation session. The constructive feedback will help you improve your skills and build confidence.
Session Details
Special Discounts: All residents of the State of Georgia are eligible for a 50% discount while funds last thanks to a grant from the U.S. Department of Commerce's Economic Development Administration. Use of this discount is subject to verification of GA residency. Enter coupon code SCL-GAAIM at checkout (cannot be combined with other discounts).
Non-Georgia residents can register and pay for all required courses in a Supply Chain & Logistics certificate and receive a discount of 17% off per course. Enter coupon code SCL-Cert at checkout. Review coupon instructions for more information.
If you have 3 or more participants from your organization, please contact us for volume discounts at course@scl.gatech.edu.
Items to Purchase
Not applicableFormat
OnlineCRN
25046Additional Steps Required
For those who plan to have their registration fees paid for by their company, we offer several secure options. These include a convenient online tool that streamlines the payment process for both groups and individuals.
However, there are a few items to prepare prior to the registration process. Please visit this page for complete details.
Items to Purchase
Not applicableFormat
ClassroomCRN
25357Additional Steps Required
For those who plan to have their registration fees paid for by their company, we offer several secure options. These include a convenient online tool that streamlines the payment process for both groups and individuals.
However, there are a few items to prepare prior to the registration process. Please visit this page for complete details.
Who Should Attend
This course is designed 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.
What You Will Learn
- Negotiation preparation skills
- How to strengthen executive communication techniques to gain internal stakeholder support
- Key contract terms like indemnification, limits of liabilities, consequential damages, insurance, and termination
- Negotiation philosophies and Personal Negotiation Syles℠ to spark collaboration or combat abrasive people
- Negotiation table techniques to enhance perceived bargaining position and contract outcomes
- How to communicate results and financial impact to the leadership team
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 (Strengths, Weaknesses, Opportunities, and Threats) and BATNA (Best Alternative to a Negotiated Agreement).
- 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 Styles℠.
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Grow Your Professional Network
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Taught by Experts in the Field
I am really impressed with the scope of subjects covered and the practical case studies in diverse sectors from health, education, and other public sector projects.
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*Carts will remain active for 14 days, but seats are not held until the transaction is complete.
Walk-in registrations are accepted based on space availability but are not guaranteed for any courses.
If available, discounts will display on the course page or will be automatically applied during the purchase process. Only one coupon code should be entered during the checkout process and will be validated by the system if applicable to items in your cart. If you have already registered and forgot to use your coupon code, you can request an eligible refund.
GTPE does not have a discount program for senior citizens. However, Georgia Tech offers a 62 or Older Program for Georgia residents who are 62 or older and are interested in taking for credit courses. This program does not pay for noncredit professional education courses. Visit the Georgia Tech Undergraduate Admissions page for more information on the undergraduate program and the Georgia Tech Graduate Admissions page for more information on the graduate program.
GTPE does not have a program for senior citizens. However, Georgia Tech offers a 62 or Older Program for Georgia residents who are 62 or older and are interested in taking for credit courses. This program does not pay for noncredit professional education courses. Visit the Georgia Tech Undergraduate Admissions page for more information on the undergraduate program and the Georgia Tech Graduate Admissions page for more information on the graduate program.
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