How to Practially Prepare for any Negotiation

January 17, 2019
8:00 AM - 5:00 PM

8:00 AM to 5:00 PM
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Johnson Screens (Aqseptence Corp.)
1950 Old Highway 8 NW
New Brighton, MN

Topic:  How to Prepare for any Negotiation


Coiurse Description:
How to Strategically Prepare for any Negotiation is a one-day, hands-on, interactive course on how to plan and prepare for any negotiation in the buyer/seller arena. Taught from the perspective of the buyer in a business setting, the skills are easily transferable to interpersonal situations as well. Topics covered include:

  • Establishing the goals of the negotiation
  • Identifying ALL of the negotiable items and ranking them in order of priority
  • The negotiating “Grid”: the roadmap to optimum results
  • A five-step approach to building a business case to support the goals and the Grid
  • Practical rehearsal procedures and critique forms
  • The critical opening minutes of a negotiation


These topics and other practical principles are taught in this one-day workshop. Participants will work with a case study where they need to determine the goals of an upcoming negotiation, create Grids and complete worksheets to achieve the goal – and finally, rehearse the presentation of their case.

Who Should Attend?

  1. Anyone in purchasing who negotiates with suppliers. This workshop will be helpful for Sourcing and Procurement people of all levels of experience.
  2. Support people – This is an excellent opportunity for support people from Engineering, Operations, Program Management, Finance, etc. to understand their important role in the negotiating process (it does not teach them how to negotiate, it teaches them how to professionally prepare for the negotiation – and a context for their role on the team).
  3. Negotiating teams who are preparing for a specific negotiation.



$360.00 ISM-Twin Cities member fee

$410.00 Non-member fee