Critical Negotiation Skills for Buyers

Live Webinar

Webinar Details $219

  • Webinar Date: November 12, 2024
  • Webinar Time: 2:00pm - 3:40pm EST   live
  • Webinar Length: 100 Minutes
  • Guest Speaker:   Kevin Giblin
  • Topic:   Purchasing, Taxation and Accounting
  • Credit:   ATAPU 1.5, CPE 2.0, ISM 1.5, QPANJ 2.0
All Access Membership

This webinar is for procurement professionals looking to develop or enhance negotiation skills. The session will provide a comprehensive understanding of all facets that create a successful outcome.

Join Kevin Giblin and learn how to get desired results even in a challenging environment.

Your Benefits of Attending:
  • Understand the importance of negotiating - it's not just pricing!
  • Learn about the attributes that make a successful negotiator.
  • Gain insight into the different types of negotiations and the pros/cons of each.
  • Learn about the critical success factors.
  • Understand how to get past "No".
  • Gain proven tactics and strategies.
  • Learn about different types of personalities in negotiations.

You will leave this webinar knowing how to assess the characteristics of the person you are negotiating with and how to adapt your style to make the negotiation a success.

  1. Introduction
  2. Kevin Giblin - Biography 00:02:40
  3. Today’s Agenda 00:03:17
  4. Today’s Learning Objectives 00:05:32
  5. Why Negotiate 00:06:03
  6. Why Negotiate Continued 00:08:07
  7. Critical Negotiation Skills For Buyers - The Negotiation Process 00:08:56
  8. Attributes Of A Successful Negotiator 00:09:24
  9. Critical Negotiation Skills For Buyers - Establishing Win-Win Agreements 00:13:34
  10. Types Of Negotiation 00:14:27
  11. Price Negotiation 00:18:36
  12. Cost Negotiation 00:20:09
  13. One-On-One Negotiations 00:22:59
  14. Team Negotiations 00:24:10
  15. Team Building 00:25:53
  16. Seven Essentials For Top Teamwork 00:26:04
  17. Eight Enablers Of Effective Teamwork 00:28:59
  18. Barriers To Team Development 00:30:56
  19. Critical Negotiation Skills For Buyers - Important Considerations 00:33:3:29
  20. Common Negotiating Mistakes 00:33:59
  21. Critical Success Factors 00:37:40
  22. Other Factors 00:41:22
  23. Agenda 00:44:08
  24. Discussion Flow 00:45:09
  25. Gathering Information 00:49:03
  26. Getting Past “No” 00:51:46
  27. Steps In a Win-Win Strategy 00:52:24
  28. Separate The People From The Problem - What Should You Do?  00:53:48
  29. Separate The People From The Problem - WhatSshould You Say? 00:55:54
  30. Use Objective Principles - What Should You Do? 00:57:56
  31. Use Objective Principles - What Should You Say? 00:59:03
  32. Getting Past “No” 01:01:02
  33. Best Alternative To A Negotiated Agreement 01:02:58
  34. Recognize Barriers To Cooperation 001:04:38
  35. Use Power To Educate 01:06:10
  36. Build Them A Golden Bridge 01:07:21
  37. Reframe 01:08:03
  38. Step To Their Side 01:08:51
  39. Tactics 01:10:10
  40. Why Study Tactics? 01:10:19
  41. Use Of Tactics 01:10:23
  42. Tactics 01:12:36
  43. Reliance On Tactics Is Dangerous 01:13:24
  44. Strategy Before Tactics 01:14:03
  45. Countermeasures To Tactics 01:15:00
  46. Points To Consider 01:16:41
  47. Breaking Impasse 01:17:53
  48. Strategies For Closing A Gap 01:18:13
  49. Personalities In Negotiations 01:18:52
  50. Analytical: Characteristics 01:19:18
  51. Analytical Weaknesses 01:1
  52. Analytical Strategy And Approach 01:
  53. Driver: Characteristics 01:20:31
  54. Driver Weaknesses 01:20:42
  55. Driver Strategy And Approach 01:20:59
  56. Amiable: Characteristics 01:22:14
  57. Amiable Weaknesses 01:22:35
  58. Amiable Strategy And Approach 01:22:46
  59. Expressive: Characteristics 01:23:00
  60. Expressive Weaknesses 01:23:21
  61. Expressive Strategy And Approach 01:23:39
  62. Who’s An Analytical Personality? 01:24:05
  63. Who’s A Driver Personality? 01:24:51
  64. Who’s An Amiable Personality 01:25:26
  65. Who’s An Expressive Personality 01:26:05
  66. Planning Your Negotiation 01:26:45
  67. Take Inventory Of Your Negotiation Strategy 01:27:38
  68. Plot All Negotiating Levers 01:28:30
  69. Share BATNA Strategy With Your Team 01:28:53
  70. Critical Negotiation Skills For Buyers  - Case Studies: Using Negotiation Tactics For Results 01:30:19
  71. The Evolution Of Negotiation’s Impact 01:31:03
  72. Case Study: Contingent Staffing Value Analysis 01:31:13
  73. Value Proposition Of Long-Term Partnership 01:32:43
  74. Value Analysis 01:33:03
  75. Questions 01:36:16
  • Best Alternative To Negotiated Agreement (BATNA) 00:34:23, 01:01:06, 01:
  • Buyer 00:00:07
  • Contract 00:07:27, 00:20:34, 01:06:28
  • Cost 00:06:33, 00:14:46, 00:48:54, 01:03:26
  • Lead Time 00:06:38
  • Negotiation 00:01:57, 00:04:03, 00:06:09, 00:08:33, 00:09:03, 00:18:58, 00:23:12, 00:37:47, 00:44:03, 00:49:14, 01:10:30, 01:12:46, 01:28:59
  • Procurement 00:14:50
  • Profit 00:20:29, 01:32:52
  • Service Level Agreement (SLA)  01:03:32
  • Supplier 00:06:56, 00:08:10, 00:13:58, 00:22:41, 00:23:33, 00:25:39, 00:34:12, 00:49:10, 00:51:22, 00:53:08, 01:06:26, 01:10:44, 01:32:03
  • Supply Chain 00:07:46, 00:35:14

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

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

Lead Time: The number of days from when a company places an order for supplies, to when those items arrive.

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.

Supply Chain: A supply chain is a network between a company and its suppliers to produce and distribute a specific product to the final buyer. The supply chain also represents the steps it takes to get the product or service from its original state to the customer.


What our customers are saying


Guest Speaker

  • Kevin Giblin

Speakers Performance Based On Past Webinar Survey Results

Average rating

4.1 / 5

This speaker has received a total of 28 survey responses. Attendees have given an average rating of 4.1 stars out of a possible 5, reflecting on the speakers performance on the following questions.

Overall, how satisfied were you with this presenter?
4.3 Stars
How closely did the presenter follow the schedule?
3.9 Stars

Reviews From Past Webinar Surveys

Our webinars are crafted to deliver exceptional value and insight to business professionals. To ensure we meet and exceed your expectations, we conduct thorough post live webinar surveys. Below, you'll find genuine feedback from attendees, sharing their thoughts on the speaker's performance. These reviews highlight our commitment to continuous improvement and excellence in providing top-tier educational experiences.

Kimberly W.
May 23, 2024
5 / 5
Satisfaction Rating:
5.0 Stars
Follow Schedule:
5.0 Stars
Do you have any other comments, questions or concerns?
Great Presentation - Thank You

Karen H.
May 23, 2024
4 / 5
Satisfaction Rating:
4.0 Stars
Follow Schedule:
4.0 Stars
Do you have any other comments, questions or concerns?
Very insightful and well presented.

Christina J.
May 8, 2024
5 / 5
Satisfaction Rating:
5.0 Stars
Follow Schedule:
5.0 Stars
Do you have any other comments, questions or concerns?
Great presenter, didn't rush and stayed on course/subject.

Stacy M.
May 8, 2024
3.5 / 5
Satisfaction Rating:
4.0 Stars
Follow Schedule:
3.0 Stars
Do you have any other comments, questions or concerns?
The presenter was clear and easy to listen to.The slides had a lot of knowledge on it.I think adding some picture diagrams might help clarify the points being made.

Kristine T.
April 25, 2024
4.5 / 5
Satisfaction Rating:
5.0 Stars
Follow Schedule:
4.0 Stars
Do you have any other comments, questions or concerns?
Informative, learned new processes/ways for RFP's.

George J.
April 25, 2024
5 / 5
Satisfaction Rating:
5.0 Stars
Follow Schedule:
5.0 Stars
Do you have any other comments, questions or concerns?
No comments.

Sherry R.
December 5, 2023
5 / 5
Satisfaction Rating:
5.0 Stars
Follow Schedule:
5.0 Stars
Do you have any other comments, questions or concerns?
no comment

Michael F.
November 13, 2023
2 / 5
Satisfaction Rating:
2.0 Stars
Follow Schedule:
2.0 Stars
Do you have any other comments, questions or concerns?
presenter was electronically inept. His audio was coming in and out and he had no ability to control his powerpoint on his own. He even had to call back in due to audio problems!

Jasmine H.
November 10, 2023
3 / 5
Satisfaction Rating:
3.0 Stars
Follow Schedule:
3.0 Stars
Do you have any other comments, questions or concerns?
The preseneter was rushing through a lot of the information which made it hard to learn some of the material.

Adrienne M.
November 10, 2023
5 / 5
Satisfaction Rating:
5.0 Stars
Follow Schedule:
5.0 Stars
Do you have any other comments, questions or concerns?
The program touched on a couple of important areas pertaining to my job, I felt this course has given me more confidence to handle negotiations in the future.
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