Live Webinar

Critical Negotiation Skills for Buyers

Webinar Details $219

  • Webinar Date: May 8, 2024
  • Webinar Time: 12:00pm - 1:40pm EDT   live
  • Webinar Length: 100 Minutes
  • Guest Speaker:   Kevin Giblin
  • Topic:   Purchasing, Taxation and Accounting
  • Credit:   ISM 1.5, ATAPU 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 me the negotiation a success.

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

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

Inventory: A company's inventory typically involves goods in three stages of production: raw goods, in-progress goods, and finished goods that are ready for sale. Inventory or stock refers to the goods and materials that a business holds for the ultimate goal of resale, production or utilization.

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.

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.

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.

Guest Speaker

  • Kevin Giblin