All prices are in Canadian dollars.

IW2: Negotiation Skills (days 1 and 2)

Date:   Mar 31, 2022 - Apr 01, 2022
Time:   8:30 AM (ADT)

Future Inns Halifax - 30 Fairfax Drive, Halifax, Nova Scotia

*This module is a required component of both the SCMP Designation Program and the SMT Certificate Program.

*This is part one of a two part series. 

Members: $800 +hst

Non-members: $925 +hst

Negotiation skills are an essential competency for any manager, and especially those responsible for supply chain management. This Workshop provides you with a roadmap for leading or participating in successful negotiations. You will focus on the entire negotiation process, and learn the activities and techniques to be used from the preparation stage to the actual face-to-face negotiations. It covers understanding the other negotiator, responding to power imbalances, as well as looking beyond the deal to building longer-term relationships. Interactive activities, including negotiation simulations and role-playing exercises, feature prominently and allow opportunities to fine-tune your own negotiating skills.


Learning Objectives/Takeaways.  You will:
  • Know how to approach negotiations from a strategic point of view
  • Understand the key elements of preparation including self-assessment, assessing the other party, BATNA development, and Reservation Points
  • Understand your negotiating style as well as various styles you may encounter when negotiating
  • Know how to build trust and relationships during negotiations
  • Understand the sources of power and how to apply them
  • Know how to use active listening skills to create value and improve outcomes
  • Know how to manage the complexity of multi-party negotiations
  • Understand how to use concessions as well as when, and when not, to use them


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