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Negotiation Strategies: Dealing with Vendors and Suppliers

Date: Wednesday, April 11, 2018
Time: 1:00 - 2:30 pm EST

Sponsored by Lorman Education Services

Registration - Live Webinar Only: $199.00

Registration - Live Webinar Plus CD Recording: $268.00


Sharpen your contract negotiation skills and discover new tools to increase positive results.

Many business leaders feel ill-equipped and undertrained for negotiations. Even worse, what they do know about negotiating feels manipulative, inauthentic, and outdated. As a result, negotiations are often avoided or conducted without proper planning, costing not only dollars but time and opportunity.

This topic presents a systematic approach to negotiation that works in today's marketplace and comports with personal integrity and straightforward communication. The goal is getting the most value from the marketplace in support of team goals.

The material presents the two strategic skills behind successful negotiation, and details step-by-step tactics supporting each skill. In addition, the content presents the most common pitfalls in negotiation and educates you in avoiding those mistakes.

As innovation and globalization accelerate and companies outsource more functions, partnerships and vendor relationships are more important than ever. It is critical for business leaders to be able to capture maximum value from the marketplace while building collaborative relationships. This topic will provide concepts and tactics to achieve those goals.

Learning Objectives:

  • You will be able to define your business goals and specific objectives for every negotiation.
  • You will be able to identify additional options that will provide more leverage in all negotiations.
  • You will be able to recognize and avoid the most dangerous pitfalls in negotiation.
  • You will be able to explain a coherent approach to negotiations that is efficient and effective.

This Live Webinar Covers These Hot Issues:

A Fresh Approach to Negotiation

  • When and Where We Negotiate
  • Why a Traditional Approach to Negotiation Is Outdated and Ineffective
  • The Two Strategic Skills of Negotiating

Defining Goals

  • Seeking Surplus: The Economics of Every Buyer/Seller Relationship
  • Understanding Your Value Drivers, Financial and Otherwise
  • Understanding Cost Components: Yours and Theirs
  • Spelling Success With Numbers: Metrics
  • Buying Results Instead of Resources

Developing Options

  • The One Source of All of Your Power in a Negotiation
  • Five Surprising Sources for More Options
  • The Difference Between Solutions, Vendors, and Prices
  • How and When to Use an RFP/RFQ

Delivering Results (Tactics and Communication)

  • Avoiding the Five Most Common Negotiation Traps
  • Preparing for the Negotiation Conversation
  • Three Smart Questions to Ask All Prospective Vendors
  • Two Questions to Always Ask Your Current Vendors
  • The Value Conversation: Ask for More Without Being Adversarial
  • Tactical Do's and Don'ts to Preserve Your Leverage

Credit Information (Sponsored by Lorman Education Services):

  • CLE
  • CPE
  • ISM

For Detailed Credit Information page click here

Only registered attendee will receive continuing education credit.

Instructor Profile:

Jack Quarles

  • Three-time Amazon #1 bestselling author; winner of three North American Book Awards; books translated into Chinese and Korean
  • Negotiation trainer in Europe and U.S. trained companies including Harley-Davidson, Safeway, NIH, Tiffany & Co, College Board, Foot Locker, Kimberly-Clark, as well as hundreds of smaller companies
  • As expense management consultant, has saved companies tens of millions of dollars including 7-figure savings in Marketing, Information Products, Software, and Services
  • Negotiated multiple outsourcing projects, leading to cost savings and better performance
  • Co-founded expense management company Xigo, sold to Dimension Data
  • Chairman of the Board of Peacemaker Ministries, international nonprofit focused on conflict resolution and litigation avoidance

(Not available outside the US)