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Managing Director Tim Brown and Instructor Robert Martichenko with SCL Professional Education Students

Professional Education Navigation

Essentials of Negotiations and Stakeholder Influence

Special Note

This course is the third and final course in the Procurement and Supply Management Leadership (PSM) certificate.

The course is comprised of (4) online instructor-led LIVE group webinars (March 6, 10, 12, 13), 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.

Please note that this course qualifies for our Georgia AI Manufacturing (GA-AIM) program discount for Georgia residents. Please see below Course Fees section for details.

Visit the course listing within the Georgia Tech Professional Education website.

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.
  • Web Conferencing Service (using both audio and video) - Please ensure the computer you will be using is compatible with our service provider.

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

Sean Williams

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 ET
  • ​Second Day - 1pm to 5pm ET
  • Third Day - 1pm to 5pm ET
  • Fourth Day - 1pm to 5pm ET

Course Fees

Standard: $970.00, Certificate: $805.00 (cost of each course when signing up for and paying for a multi-course certificate program).

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.

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.

If you have 3 or more participants from your organization, please contact us for volume discounts. Review coupon instructions for more information.

Discounts cannot be combined. For questions, call 404-894-2343 or send us an email prior to registration.

Cancellations

If SCL/GTPE cancels a course, registrants will be notified via email or phone and will receive a full refund. SCL/GTPE is not responsible for nonrefundable plane tickets, hotel and rental car deposits, nor any other expenses incurred.

Every effort is made to present the course as advertised herein; however, circumstances may make it necessary to alter the schedule and/or presenters.

UPCOMING OFFERINGS*

March 6, 2025 to March 13, 2025
Virtual (Instructor-led)

REGISTER ONLINE
via Georgia Tech's Professional Education website

*To ensure your seat in the course, please register no later than three (3) weeks prior to the course start date.

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

PSM Information Session Webinar

Brochures/Flyers

Download the Course Flyer
Course Flyer
Procurement & Supply Management (PSM) Series (Course Series Flyer)
Course Series Flyer

Student Testimonial

Denton Lindow

I spent some time taking some courses offered at the Georgia Institute of Technology and I just received my certificate for Procurement and Supply Management Leadership. It was a really interesting experience leaning more about the procurement process, along with negotiating strategies and Lean Six Sigma. It was a really enjoyable and interesting learning experience.

Denton Lindow
An employee of the aerospace industry

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