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Essentials of Negotiations and Stakeholder Influence

Special Note

Formerly known as Essential Principles of Negotiations. This course is the third and final course of the Procurement and Supply Management Leadership (PSM) certificate.

The online version of the course is comprised of (4) instructor-led LIVE group webinars (September 23, 27, 29, 30), homework, and pre-work (e.g. installing and testing software on your computer, testing connectivity with LMS and meeting software, etc.) to be completed before the first day of the course.

The onsite/in-person version of the course takes place on the Georgia Tech campus over 2 days.

Course discounts are available! For more information please email info@scl.gatech.edu and mention which course you are interested in and which version (Online or Onsite/In-Person).

Course Description

Essentials of Negotiations and Stakeholder Influence 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.

Who Should Attend

This course is ideal for sourcing initiative leaders, project leaders, business unit leaders, operations managers, sales leaders and procurement & 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

What Is Covered

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

Course Materials

Required

  • Canvas Learning Management System - Visit https://pe.gatech.edu/technology-requirements to ensure the computer you will be using meets the minimum technical requirements to access online material and lessons associated with this course.
  • BlueJeans using both audio and video - Please visit https://bluejeans.com/111​​​​​​ to ensure the computer you will be using is compatible.

Provided

  • A URL, username and password to access the online course material

Course Prerequisite and Related Certificate Information

No prerequisites. For those interested in earning the Procurement & Supply Management Leadership (PSM) Certificate, take the below core courses and one elective course within four years.

  1. Category Management and Sourcing Leadership
  2. Contracting and Legal Oversight
  3. Essentials of Negotiations and Stakeholder Influence

Course CEUs

This course provides for 1.40 continuing education units (CEUs).

Course Instructors

Course Fees

Standard: $1,450.00, Alumni/Org Discount: $1,305.00, Certificate: $1,203.50 (cost of each course when signing up for and paying for a multi-course certificate program).

First time attendees pay the listed Course Fee. If you are a returning student of the Supply Chain & Logistics Institute (SCL) courses (or are active/retired military), you will receive a 10% discount when you enter the coupon code SCL-Alum on the "Check Out" page. If you register and pay for all required courses in a Supply Chain & Logistics certificate in one single transaction, you can receive a discount of 17% off each course by entering the coupon code SCL-Cert on the "Check Out" page. There are also discounts available for multiple-team member registrations or to members of certain organizations.

Discounts cannot be combined. For questions, call 404-385-8663 or send us an email prior to registration

The program fee for LIVE courses (non-online) includes continental breakfasts, lunches, breaks, parking, internet access, and all classroom materials.

If the Supply Chain & Logistics Institute must cancel a program, registrants will receive a full refund. Georgia Tech, however, cannot assume the responsibility for other costs incurred. Due to program enrollment limits, early registration is encouraged. Registrations will be acknowledged by a letter of confirmation from Professional Education.

Course Times

Online/Virtual-Instructor led 

On the first day, please log in at least 15 minutes before the class start time.

  • First Day - 1pm to 5pm
  • ​Second Day - 1pm to 5pm
  • Third Day - 1pm to 5pm
  • Fourth Day - 1pm to 5pm
Onsite/In-Person

On the first day, please arrive 30 minutes before the class start time.

  • First Day - 8am to 5pm
  • ​Second Day - 8am to 5pm

UPCOMING OFFERINGS*

September 23, 2021 to September 30, 2021
Online (Instructor-led)

Join us for our Procurement & Supply Management (PSM) Leadership Series!

Some of the best information I have received through instruction. Very impressed."

"This course was very exciting and interesting. I learned a lot about the tips of a good negotiation."

"Best, most impactful professional development course I have ever taken.

 
 
 
ISyE location map

Georgia Tech Supply Chain and
Logistics Institute
H. Milton Stewart School of
Industrial & Systems Engineering
765 Ferst Drive, NW, Suite 228
Atlanta, GA 30332
Phone: 404.894.2343