Webinar Details $199
- Webinar Date: August 26, 2025
- Webinar Time: 12:00 pm - 1:40 pm EDT live
- Webinar Length: 100 Minutes
- Guest Speaker: Kevin Giblin
- Topic: Purchasing, Taxation and Accounting
- Credit: CPE 2.00, ISM 1.50, QPANJ 2.00, ATAPU 1.50
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This webinar is designed for procurement professionals aiming to build or refine their negotiation expertise. Participants will receive a comprehensive overview of the negotiation process, moving beyond simple pricing discussions to understand the full spectrum of factors that influence successful outcomes. Through practical insights and proven techniques, this session will deepen your understanding of negotiation dynamics and help you develop the confidence to lead and close successful deals.
You will explore the characteristics of effective negotiators, various negotiation styles, and the psychological and strategic elements that can shift the direction of a conversation. Additionally, this session will focus on overcoming objections, particularly how to navigate and move past “No,” as well as how to identify and engage with different personality types in negotiation settings. With a focus on adaptability and strategic thinking, you will gain tools that can be applied immediately in your procurement role.
Your Benefits for Attending:- Understand the importance of negotiating beyond just pricing.
- Learn the attributes and behaviors of successful negotiators.
- Gain insights into the types of negotiations and their advantages and disadvantages.
- Discover the critical success factors that drive positive outcomes.
- Master strategies to move conversations forward when you hear “No.”
- Apply proven negotiation tactics to real-world procurement scenarios.
- Learn how to recognize personality types and adjust your negotiation style accordingly.
This webinar will empower you with the tools to negotiate more effectively and confidently, helping you drive better procurement results and build stronger supplier relationships.
Level: Beginner/Intermediate
Format: Live webcast
Instructional Method: Group: Internet-based
NASBA Field of Study: Purchasing (2 hours)
Program Prerequisites: None
Advance Preparation: None
- Introduction
- Kevin Giblin - Biography 00:01:37
- Today’s Agenda 00:03:11
- Today’s Learning Objectives 00:06:55
- Why Negotiate 00:07:41
- Why Negotiate Continued 00:010:41
- Critical Negotiation Skills For Buyers - The Negotiation Process 00:44:57Attributes Of A Successful Negotiator 00:12:10
- Critical Negotiation Skills For Buyers - Establishing Win-Win Agreements 00:15:55
- Types Of Negotiation 00:16:22
- Price Negotiation 00:16:37
- Cost Negotiation 00:18:16
- One-On-One Negotiations 00:20:10
- Team Negotiations 00:22:13
- Team Building 00:26:00
- Seven Essentials For Top Teamwork 00:27:03
- Eight Enablers Of Effective Teamwork 00:31:24
- Barriers To Team Development 00:34:12
- Critical Negotiation Skills For Buyers - Important Considerations 00:3
- Common Negotiating Mistakes 00:37:48
- Critical Success Factors 00:38:16
- Other Factors 00:43:01
- Agenda 00:49:18
- Discussion Flow 00:50:03
- Gathering Information 00:55:26
- Getting Past “No” 00:57:33
- Steps In a Win-Win Strategy 00:58:28
- Separate The People From The Problem - What Should You Do? 00:59:36
- Separate The People From The Problem - What Should You Say? 01:01:47
- Use Objective Principles - What Should You Do? 01:04:40
- Use Objective Principles - What Should You Say? 01:05:12
- Getting Past “No” - BATNA 01:07:03
- Best Alternative To A Negotiated Agreement 00:07:47
- Recognize Barriers To Cooperation 01:08:57
- Use Power To Educate 01:10:29
- Build Them A Golden Bridge 01:11:13
- Reframe 01:11:43
- Step To Their Side 01:12:26
- Tactics 01:12:47
- Why Study Tactics? 01:1
- Use Of Tactics 01:13:13
- Tactics 01:13:38
- Reliance On Tactics Is Dangerous 01:16:15
- Strategy Before Tactics 01:16:51
- Countermeasures To Tactics 01:17:35
- Points To Consider 01:18:21
- Breaking Impasse 01:18:32
- Strategies For Closing A Gap 01:19:47
- Personalities In Negotiations 01:20:34
- Analytical: Characteristics 01:21:10
- Analytical Weaknesses 01:21:48
- Analytical Strategy And Approach 01:22:10
- Driver: Characteristics 01:22:32
- Driver Weaknesses 01:22:53
- Driver Strategy And Approach 01:23:14
- Amiable: Characteristics 01:23:51
- Amiable Weaknesses 01:25:02
- Amiable Strategy And Approach 01:25:21
- Expressive: Characteristics 01:25:56
- Expressive Weaknesses 01:26:32
- Expressive Strategy And Approach 01:26:59
- Who’s An Analytical Personality? 01:28:13
- Who’s A Driver Personality? 01:8:58
- Who’s An Amiable Personality 01:29:34
- Who’s An Expressive Personality 01:30:11
- Planning Your Negotiation 01:31:23
- Take Inventory Of Your Negotiation Strategy 01:32:39
- Plot All Negotiating Levers 01:33:24
- Share BATNA Strategy With Your Team 01:34:08
- Critical Negotiation Skills For Buyers - Case Studies: Using Negotiation Tactics For Results 01:34:48
- The Evolution Of Negotiation’s Impact 01:34:55
- Case Study: Contingent Staffing Value Analysis 01:35:11
- Value Proposition Of Long-Term Partnership 01:36:17
- Value Analysis 01:36:40
- Presentation Closing 01:39:24
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Kevin Giblin
Career Highlights: Ranked #23 in Thinkers360’s Global Top 50 Thought Leaders in Procurement 2017 EPIC Award for Career Excellence, Indirect Purchasing 2012 SDCE Green Supply Chain Award 2011 recipient IACCM “Collaborate to Innovate Award” 2009 CTB Achievement Award 2005 Corporate A [...]
CPE Credit
Aurora Training Advantage is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.
For more information regarding administrative policies such as complaint and refund, and cancellation please contact our offices at 407-542-4317 or training@auroratrainingadvantage.com.
ISM Credit
This program may be used for Continuing Education Hours (CEH) toward recertification for programs offered by the Institute for Supply Management®, including the Certified Professional in Supply Management® and Certified Professional in Supplier Diversity®.
QPANJ Credit
Qualified Purchasing Agent - New Jersey
ATAPU Credit
Aurora Training Advantage is offering continuing education points designed to recognize dedication to training and excellence in purchasing.- Benchmarking 00:03:11
- Best Alternative To Negotiated Agreement (BATNA) 01:07:09, 01:34:22
- Buyer 00:00:08
- Change Order 00:10:08
- Contract 00:07:52, 00:10:03, 00:26:32, 00:59:12, 01:33:27
- Cost 00:16:21, 00:18:16, 00:25:08, 01:06:23, 01:20:22
- Key Performance Indicator (KPI) 00:09:57
- Negotiation 00:00:06, 00:01:47, 00:03:24, 00:07:03, 00:15:47, 00:22:28, 00:26:15, 00:43:09, 01:13:42
- Procurement 00:04:34, 00:24:04, 00:31:43, 01:07:10
- Profit 00:19:04
- Request for Proposal (RFP) 00:19:32
- Service Level Agreements (SLA) 00:09:55, 01:02:33
- Supplier 00:03:43, 00:10:03, 00:11:12, 00:13:37, 00:17:17, 00:24:04, 00:32:36, 00:40:48, 00:56:42, 00:59:04, 01:06:32, 01:34:23
- Total Cost of Ownership (TCO) 00:18:44
- Vendor 00:01:58
Benchmarking: A process of comparing the performance of a procurement function with that of its best competitor or the best organization in its industry.
Best Alternative To Negotiated Agreement (BATNA): Is the course of action that a party engaged in negotiations will take if talks fail, and no agreement can be reached.
Buyer: Someone whose job is to choose and buy the goods that a store will sell
Change Order: Once a requisition is approved changes cannot be made, however, users do have the ability to make some changes after a PO has been issued through the change order process. Managing changes to the Purchase Order requires a Change Order to modify the dollar amount, service dates, or update the chartstrings.
Contract: A written or spoken agreement, especially one concerning employment, sales, or tenancy, that is intended to be enforceable by law.
Cost: The sum of the applicable expenditures and charges directly or indirectly incurred in bringing an article to its existing condition and location
Key Performance Indicator (KPI) : A Key Performance Indicator is a measurable value that demonstrates how effectively a company is achieving key business objectives. Organizations use KPIs at multiple levels to evaluate their success at reaching targets.
Negotiation: The trading deliberations which generally lead to the lowering of prices by the vendors.
Procurement: Procurement is the process of finding and agreeing to terms, and acquiring goods, services, or works from an external source, often via a tendering or competitive bidding process. Procurement is used to ensure the buyer receives goods, services, or works at the best possible price when aspects such as quality, quantity, time, and location are compared.
Profit: A financial gain, especially the difference between the amount earned and the amount spent in buying, operating, or producing something.
Request for Proposal (RFP): A request for proposal (RFP) is a document that solicits proposal, often made through a bidding process, by an agency or company interested in procurement of a commodity, service, or valuable asset, to potential suppliers to submit business proposals.
Scope of Work (SOW): The Scope of Work (SOW) is the area in an agreement where the work to be performed is described. The SOW should contain any milestones, reports, deliverables, and end products that are expected to be provided by the performing party. The SOW should also contain a time line for all deliverables.
Service Level Agreements (SLA): A service level agreement (SLA) is a formal document that defines a working relationship between parties to a service contract.
Supplier: A supplier is an entity that supplies goods and services to another organization. A supplier is usually a manufacturer or a distributor. A distributor buys goods from multiple manufacturers and sells them to its customers. Similar Terms. A supplier is also known as a vendor.
Total Cost of Ownership (TCO) : Total cost of ownership is a financial estimate intended to help buyers and owners determine the direct and indirect costs of a product or system. It is a management accounting concept that can be used in full cost accounting or even ecological economics where it includes social costs
Vendor: A vendor is a person or business that supplies goods or services to a company. Another term for the vendor is the supplier. In many situations, a company presents the vendor with a purchase order stating the goods or services needed, the price, delivery date, and other terms.
