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Webinars (At Your Convenience)

Building and Honing Your Negotiation Skills

Negotiating to Optimize Your Results

(A Five-part Series)

 (1)   The First (and Most Important) Step in the Negotiation Process

(73 minutes)

To paraphrase a well known quote – “If you fail to plan, you are (unwittingly) planning to fail”. Thorough preparation is critical to success in negotiations. Without it you will be struggling throughout the entire process.

1.      What groundwork is essential to being well organized in a negotiation?

2.      Why utilize a team approach in negotiations and how do you organize a team to optimize results?

3.      The criticality of determining your BATNA (Best Alternative to a Negotiated Agreement)

4.      What is the oft-ignored, but significant final step in the negotiation process that prepares you for the next one?

Remember - Getting a better start leads to a better finish/result.

 (2)   The Three Major Keys to Success in Every Negotiation

(77 minutes)

The Harvard Program on Negotiation began an in-depth study of the negotiation process over 30 years ago. One of their early and major accomplishments was determining a number of keys that are critical to success in every negotiation. They are:

·         The gathering and use of information

·         The management of time

·         Perceiving and utilizing power

 This presentation will provide the background and details you need to better understand and utilize these keys in each and every negotiation process in which you are involved for better outcomes.

(3)   Tips, Tools and Tactics for Better Negotiation Results

(68 minutes)

Experienced negotiators accumulate intelligence which they utilize successfully in following negotiation opportunities. These are often in the form of tactics and tools employed to accomplish their goals. We will review these negotiation aids and how they can assist you in achieving better results for your efforts.

Among the topics to be covered:

·         Splitting the difference in your favor

·         Dealing with emotion when it is displayed by the other side

·         Recognizing the traps of “funny money”

·         Using a “bogie” to your advantage

·         Handling strong objections

·         Dealing with your objectivity

 These tips are so relevant that they can be used immediately on your job with positive results.

 (4)   Your Behavior’s Effect on Negotiation Outcomes

(85 minutes)

Two simple facts:

1.      The only thing that you have complete control over during a negotiation is your behavior.

2.      The negotiating style used can have a dramatic effect on the results you achieve and the continuing relationship.

 Learn about the principled negotiation style as taught by the faculty at the Harvard Program on Negotiation. We will discuss the 10+ guidelines that you should invoke during the most difficult bargaining sessions you encounter on your job or in your personal life.

 We will demonstrate how the use of these principles is virtually guaranteed to supply you with greatly improved outcomes. And we will share actual real life examples of success. And we will review how these tenets can apply to your own experience and situations.

(5)   Dealing with Difficult Negotiations and Unique Circumstances

(74 minutes)

There are some challenges in the realm of negotiation that are considerably more difficult than others. These situations require “special handling” in order to be successful. Among those to be addressed are:

·         Negotiating over the phone

·         Negotiating with a sole source

·         Dealing with deadlocks

·         Strategic business relationships

·         Negotiating electronically

·         Internal negotiations

 Learn how to deal with these challenges in a manner that will produce the best possible results and assist you in overcoming the complexities and barriers that they can present.


Fundamental Principles

of Effective Inventory Management

 Understanding the fundamental principles of inventory management should be a basic requirement of most everyone that works in the supply chain. Managing inventory stock of any kind properly is a key to the success of an organization. There are many aspects of this process that are generally hidden/unknown to those not directly involved. Each can be a key to success or failure and should be understood by supply chain and financial professionals.

This program consists of four webinars (60 – 90 minutes each in length):

Part One –    Financial Implications of Inventory- (73 minutes)

Part Two –    Inventory Management Processes - (79 minutes)

Part Three – Inventory Management Tools - (89 minutes)

Part Four –   Inventory Operational Issues - (70 minutes)

The following topics will be addressed during this educational session(s).

  1. Basics and functions: Purpose of inventory, objectives of inventory control, inventory classifications/categories and types of stock, physical location, inventory policies
  2. Financial implications: Working capital, cash flow, asset vs. expense, inventory valuation, FIFO, LIFO, average cost, market value
  3. Costs of inventory: Carrying costs, ordering costs, stock-out costs, labor costs
  4. Management: Planning and replenishing, economic order quantity (EOQ), Pareto analysis, ABC concept, setting stock levels, forecasting, order cycles and lead times, safety stock, inventory shrinkage, stock rotation, shelf life
  5. Ordering processes: Standardization, single sourcing, supplier partnerships, using distribution channels vs. buying direct
  6. Capacity issues: Seasonality, contingency plans, process variation
  7. Inventory performance: Turn-over rates, service levels, customer service issues
  8. Accuracy: Perpetual vs. periodic physical counts, cycle counts, audits, reconciliation procedures, employee training
  9. Disposal: Reasons for disposal, surplus inventory, obsolete inventory, methods of disposal, legal issues
  10. Inventory systems: Order-point systems, JIT, JIT II, Kanban, stockless/low unit of measure (LUM), supplier managed, consignment, MRP, MRP II
  11. Inventory software: Selection, implementation, custom reporting
  12. Technology: Bar codes, RFID


Managing and Negotiating

Strategic Business Relationships

This program consists of one 60 minute session.

Strategic business relationships (SBR) between a supplier and a customer can be both rewarding and complex. Yet there still is a place for strategic relationships in the supply chain today and this will continue to into the future. This concept can provide you with opportunities to enhance your association with key suppliers leading to improved communication, internal operational enhancements and positive bottom line results. This model can be applied to virtually all areas including manufacturers, distributors, etc.

 Although a key to success is starting off on the right foot, it is only one of many steps that must be completed effectively. The obvious initial one is the selection of the partner. Second is the negotiation of how the relationship will work. The third, managing the partnership is one that continues into infinity or until the SBR fails or dissolves.

 This presentation will address the following:

  • What are the six keys to a successful strategic relationship?
  • What are the hidden traps that derail most attempts?
  • What should be the focus of the negotiation?
    • Planning
    • Priorities
  • What should be avoided during the negotiation and relationship processes


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