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On-site Seminars Program Details

These programs are presented by Michael Bohon, CPSM, C.P.M., CMRP, Managing Director of HCSB. Michael has been developing programs and teaching courses on the topic of negotiation since 1998.

The seminars are composed of material from those developed by Michael for the Institute for Supply Management, and in the case of negotiation from the Harvard Program on Negotiation and other sources. Michael provides his audiences a valuable perspective from his career experience in three very different industries. Real-life examples and tips are offered that will enable participants to use the knowledge gained on their jobs immediately.

An on-site seminar is undoubtedly the most comprehensive experience in learning for people trying to enhance their business skills. This is especially the case in the study of negotiation proficiency and the ways to improve it. It also minimizes cost by eliminating travel expense.

The availability of group discussion, questions and answers and two way interactions between the instructor and the class participants provides a decided advantage over other means of instruction. People in these classes are better able to focus on the learning process and avoid distractions. They also are able to discuss their own personal experience and discuss those of others to enhance and broaden the value of their learning event.


Building and Honing Your Negotiation Skills


This seminar experience can be presented in four ways:

1.      One single full day session (8:30 – 4:30)

2.      Two full day sessions (8:30 – 4:30) with the same material presented both days

3.      Two full days with an expanded curriculum over the two days and the use of role simulations

4.      Two days of split sessions (8:30 – Noon & 1:00 – 4:30) with the same material presented in the morning and the afternoon of each day. This requires the class participants to be away from their offices for only a half day at a time and they can select which session


 The course is a comprehensive study of the negotiation process from multiple perspectives. The majority of the material is from the research, studies and teachings of the Harvard Negotiate Institute.

The presentation will include not only a theoretical approach, but also practical and historic applications of the theory. The intent is to provide knowledge that class participants will be able to use successfully the next day on their jobs or in their personal lives. Class participation, sharing of experiences and questions will be encouraged.

Role simulations developed by the instructor and by the Harvard Negotiation Institute will be utilized to provide immediate opportunities to apply what has just been learned.

The three-day course will include the topics listed in the syllabus below. The material included in the two-day and one-day courses will be customized to the needs of the client. In each of these the use of role simulations will be limited.

The Basic Tenets of Negotiation

·         The Why and When of Negotiation

·         Objectives in a Negotiation

·         The Two Types of Negotiation

·         Ethics as Part of Every Negotiation

The Negotiation Process

·         Preparing for a Negotiation

·         How Using a BATNA Will Drive Your Success

·         Contracts as Part of a Negotiation

·         Evaluating a Negotiation

The Three Keys to Success in Every Negotiation

·         Using Information to Your Advantage

·         Managing Time Rather than Tine Managing You

·         Dealing with Power – Yours and Others

You, as the Negotiator

·         Characteristics of a Good Negotiator

·         Negotiation Styles

·         Principled Negotiation – The Ultimate Style That Leads to Success

Rules and Tools for Negotiating

·         The Rules of Communication

·         Understanding Body Language

·         Useful Tips for the Negotiator

·         Tactics – Those to Use and Those to Avoid

·         Essential Analytical Tools for Price Negotiation

Difficult Negotiation Situations

·         Negotiating Over the Phone

·         Negotiating with a Sole Source

·         Dealing with Difficult People

Unique Negotiation Situations

·         Internal Negotiations

·         Electronic Negotiations

·         Negotiating Strategic Business Relationships

·         Forming Successful Coalitions

·         The Use of Agents in a Negotiation

·         Third Part Intervention

Global Negotiations

·         Cultural Factors in Negotiations

·         Regional Cultural Differences


 Fundamental Principles

of Effective Inventory Management

 This seminar experience could be presented in the following formats:

  1. One single full day session (8:30 – 4:30)
  2. Two days of split sessions (8:30 – Noon & 1:00 – 4:30) with the same material presented in the morning and the afternoon of each day. This requires the class participants to be away from their offices for only a half day at a time and they can select which session best fits their schedule.

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.

The intention is to provide a basic, but thorough understanding of how inventories are administered and controlled, the effect they have on their companies’ financial standing and how they can be optimized.

The class will include discussions regarding how types of inventories differ, how outside issues influence their management and what are the most problematic concerns that managers and their teams encounter.

The following topics will be addressed during this educational session.

Course Outline

  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


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