1.5 CPE Negotiating is a part of everyday life-from ordering lunch to buying a car—but in business the ability to navigate negotiations with your vendors and suppliers can make the difference between success and failure. Like many business situations, the key to successful negotiation is that the more prepared you are, the more confident and effective you’ll be.
This course will provide you with the practical approach, tools, knowledge and confidence you need to direct negotiations to your advantage. You will be introduced to a logical, step-by-step process that will ensure you have the best plan in place to achieve the desired objective with your negotiation, including:
- Risks: How to minimize or avoid them
- Preparation and pre-negotiation strategies
- Tactics to reduce stress, mistakes, risks and achieve your goal
- How to leverage request tools, such as request for quote or proposal, for optimal outcomes
- Reviewing and selecting the best proposal
Examples of best practices, actual experiences, “Good to Knows” and viable options will be shared throughout the course. Even though every negotiation is a unique event, this course is to provide you the practical blueprint for achieving successful agreements.
Learning Objectives
- Ascertain the importance of a clear and complete objective.
- Review the critical preparation steps.
- Discuss a comprehensive Request for Quotation (RFQ) or Request of Proposal (RFP).
- Acquire effective negotiation strategies and tactics.
- Discover what to consider when making the final decision and supplier selection.
Last updated/reviewed: August 23, 2023
62 Reviews (177 ratings)
Reviews
Great course! The process steps, general information, and recommendations provided can be leveraged not only in negotiations with suppliers, but other situations where you want to reach agreement for things like managing projects, driving/implementing change, or establishing partnerships.
Anonymous
(Regional Jr. Procurement Buyer)
This was a great course on learning how to negotiate. It offers a lot of good tips and strategies for preparing for negotiations and actually negotiating. This is a useful course for anyone working in the Procurement or Purchase department at any company.
Anonymous
(Logistics Analyst)
This online course packed a lot of material in a short time frame. There were a great number of tips and the various tools and templates provided are very helpful. The instructor employed a very structured, methodical approach. Very beneficial!
Anonymous
(Controller)
Good reminders about how to negotiate contracts with suppliers/vendors. I have not had to do a lot of negotiating in previous positions. The course contains solid suggestions about the steps to negotiating with suppliers/ vendors.
Anonymous
(HR Generalist)
I enjoyed this course. The instructor had real-life knowledge and examples that he drew from to teach the steps in the vendor negotiation process. This course went step-by-step through what to consider for your first negotiation.
Anonymous
(CFO)
Although this is basically common sense, which the instructor points out in the conclusion, each bullet point was explained very well. This is a presentation I will go back to again and again due to the depth of explanation.
Tony Gardella
(Sourcing Specialist at Intuit)
This course gives a great baseline for people new to negotiating. It gives guidelines and some tactics for how to make an uncomfortable situation more comfortable. The pace was good and well structured.
Anonymous
(Finance Manager)
This was a very informative and concise course. I have absolutely no experience in the area of Procurement, but was able to quickly get a good, structured understanding of the subject here. Thank you.
Anonymous
(Mgr, Accounting/Reporting, Internal Repo..)
I do not negotiate contracts in my current role however the course was informative. However after completing this course not sure I could jump in a negotiate, it's definitely for beginners.
The course was mostly geared towards product negotiations but very valuable nevertheless. I appreciate the pace of the course and especially the review materials.
Tracy L. Fehr
(Executive Assistant - Director of Admini.. at Red River Hospital)
This was a great course on learning to negotiate in general. It provides many tips and strategies for that would be helpful in numerous successful negotiations..
Shirley Bailey
(Board Member at GMR Protection Resources)
Very comprehensive review of this topic. I was impressed with the instructor's knowledge and ability to present so much information in a relatively short time.
Anonymous
(CPA / Owner)
Good overview of considerations and inclusive stakeholder input when negotiating with suppliers, especially for someone with no experience in the field.
Ara Toroyan
(Director - Financial Planning & Proc.. at NCCI Holdings, Inc.)
Good course on negotiation and a comprehensive approach to a win-win result. Would recommend to anyone with little to basic knowledge of procurement.
Great fundamentals course in negotiating with suppliers and going through the needed preparation, discovery, and processes (including RFx process).
Anonymous
(Director)
comprehensive and easy to follow; great course even for experienced negotiators; would recommend this course to beginners and as a refresh tool
Wanda Richardson
(Unemployed at Not Applicable)
Great course. A lot of details and useful information. No surprises. People involved with procurement efforts could benefit from this course.
Anonymous
(Director of Finance and Contracts)
I thought it was a good course, more for companies that make products but the lessons learned can be applied to all negotiation strategies.
Laura Reames
(Owner at Reames CPA Services)
This course was truly well organized and provided great slides that hit major points. I’m keeping a couple for negotiation reminders.
Alex Ledin
(Financial Analyst at Lockheed Martin Co.)
I'm about to do some supplier negotiation as part of significant cost-out efforts, and this was an excellent overview of the process.
Anonymous
(Strategic Sourcing Specialist, Technolog..)
Excellent course for for overview on negotiations. Supporting materials are very beneficial for reference as well.
Anonymous
(Purchasing Manager)
Good information and solid!
But, a lot of talking and smaller details to track. Major points understood though.
Antoaneta Tasheva
( at European University Institute)
Definetly interesting, but a very long and complex subject that would require more sessions and plenty of example
Anonymous
(Controller)
All purchasing departments could benefit from this course. Simple suggestions that could result in great savings!
Anonymous
(PRESIDENT)
The presenter read 98% of the course from a script in a monotone voice. It took away from the excellent content.
Anonymous
()
Speaker was monotone - Did not like the fact that I could not see what questions I answered wrong on final exam.
Ken Wu
(Business Analyst at Intuit)
Thorough explanation of the entire process. Lots of best practices (and mistakes) shared from the instructor.
Grant Brannum
(Agent at Treasury)
Course was adequate for stated objectives but did not prefer presentation as well as others recently taken.
Tyson Eavenson
(Chief Financial Officer at Elevate Advisors LLC)
Instructor had relative experience to gain credibility in his presentation. Was knowledgable and thorough
Paul Foy
(Print Procurement Manager at Intuit)
Covered end to end process effectively.
This is an introductory course into negotiation practises.
Josie Matte-Paredes
(Indirect Procurement Analyst III at World Fuel Services)
The course provided real life examples which helped understand how it associated to the materials.
Joseph McCann
(CFO at Blakeslee Prestress Inc)
This course was well prepared and well presented with excellent insights and practical examples.
Jessica Moser
(Procurement Manager at Charter Communications)
Loved this course. This was better than an 8 hour in person course I completed on Negotiations.
Robert Workman
(Senior Lean Development Officer at Confidential)
Good introduction to negotiation - applicable in multiple scenarios, internal & external
Anonymous
(Manufacturing Product Manager)
Very detailed and comprehensive. Key focus points were stressed on multiple occasions.
Anonymous
(Sr. Director, FP&A)
Some helpful tips but a lot of it was common sense. Good tools provided though.
Anonymous
(n/a)
Very good course. I like all of the resources he provided. Will come in handy!!
Mike Fullmer
(Controller at StateFire)
Very interesting. Had not thought that detailed about negotiation preparation.
John Banchy
(Sr. Project Manager at Intuit)
more time and examples would have been nice. there is a lot of infomormation
Kirit Kapadia
( at Kirit KapadiaCPA)
There are detailed negotiation techniques which are very useful.
Anonymous
(Not Provided)
Not the most exciting presenter, but he was very knowledgeable.
Anonymous
(Print Operations Group Manager)
Il liked the amount of info, well thought out, good advice.
Juha Bruun
(Senior Manager, Business Account and Sup.. at Intuit)
Good summary on wide aspects to consider in negotiations.
Anonymous
(Consultant)
Good content and sample documents included in the course
Michael Zomber
( at MOCFS)
Really enjoyed the course. Fundamentals of negotiations.
Adriene Draper
(Senior Strategic Program and Sourcing Ma.. at Intuit)
Very comprehensive, with great examples of key concepts
Anonymous
(Director of Finance)
Good topic with nice pointers and key considerations.
Anonymous
(President & CEO)
Relevant information for today's business environment
Anonymous
(President)
Good example of what one should do and what to avoid.
Anonymous
(Head of Finance)
very good one add more like this really im impressed
Gina Alexander
(CFO at Non-hospital based healthcare company)
Informative and samples of documents are helpful.
Sami Jabra Seedhom
(Accounting Department Manager at Edrak Int. For Commercial Services)
Thank you very much for this valuable course.
Matt Osmundsen
(Category Finance Director at Energizer Holdings, Inc.)
Great course! Very informative and helpful.
Anonymous
()
Very relevant points that can be applied.
Anonymous
(Senior Advisor -Procurement and Purchasi..)
Insightful, logical and well structured.
Michael Gendreau
(Finance/Operations Manager at Patco Electrical Contractors, Inc)
Great tips on negotiation process.
Terri Salazar-Rodriguez
(None at None)
Provided great points to consider.
Anonymous
(Accountant II)
Tough questions.
Anonymous
(Senior Manager - Corporate Development a..)
Good overview.
Anonymous
(Sr. Institutional Fixed Income Trader)
Thank you...
Anonymous
(Sourcing Manager, IT & PD Services)
was great
Anonymous
(Chief Financial Officer)
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Prerequisites
Course Complexity: Intermediate
Prerequisite: Exposure to procurement
Advanced Preparation: None
Education Provider Information
Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA
95113
Contact:
For more information regarding this course, including complaint and
cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to
.
Richard RafdahlPresident, Cost Reduction Specialists Inc.
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