How To Practically Prepare for Any Negotiation

February 23, 2021 8:30 AM to February 24, 2021 12:30 PM
8:30 AM to 12:30 PM
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Webinar--At your desk!


Tuesday, Feb. 23 & Wednesday, Feb. 24

8:30-12:30 (Two half-days)

Venue:  Via Zoom…at Your Desk!

Course 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.  Large group and small group work will be conducted using the Zoom platform and led by a professional trainer from Benedict Negotiating.

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.

Registration is only $349 for ISM members ($419 for non-members).  Group rates are available for 3 or more attendees.  Call Randy at 612-801-8796 for details.

Your registration fee includes all training materials.  You will leave with practical tools that you can put to work on your job immediately!  Certified ISM members will receive 8 CEH’s.



$349.00 ISM Member Price

$409.00 Non-ISM member price