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Course Description

Acquire an in-depth understanding of the strategies and tactics used in negotiation and contract management. Expand your leadership skills and enhance your ability to effectively manage multi-disciplinary evaluation committees, inform strategic planning, and implement change in the area of supply chain management.

This course will help you to build strong negotiation and problem-solving skills and learn to develop creative and mutually beneficial solutions as a supply chain management professional.

Learning Outcomes

On successful completion of this course, you will be able to:

  • Demonstrate an understanding of strategy, tactics, and risk in negotiation
  • Understand how best to negotiate with various stakeholders, considering possible procurement process limitations
  • Understand the importance and review examples of negotiation planning in context of a win/win outcome
  • Prepare a negotiation strategy based on a case study or real-life supplier/vendor scenario
  • Recognize the various ways to develop and manage effective relationships with external and internal stakeholders
  • Explore and demonstrate the importance of sound communication in negotiation and resolution
  • Identify and explain models of change, resistance to change, change communication and strategies to overcome stakeholder resistance to change
  • Examine the attributes and needs of stakeholders as individuals and teams as they relate to the supply chain management process in the public sector
  • Evaluate appropriate leadership styles according to situational context and in relation to the supply chain management process in the public sector
  • Explore the methods of alternative dispute resolution (ADR) and demonstrate the ability to use ADR methods in managing protests and disputes

Course Topics

  • Fundamentals of Negotiation
  • Methods of Alternative Dispute Resolution (ADR)
  • Managing and Leading with Influence
  • Understanding Business and Stakeholders’ Needs
  • Working with Evaluators and Evaluation Groups
  • Internal Stakeholder Negotiation and Facilitation
  • Handling Competitive Bids Debriefing and Protests
  • Change Management

Assessment

Assessment Item Weight
Participation 10%
Negotiation Strategies 5%
Negotiation Toolkit 25%
Client-Centric Conversion 5%
Negotiation Role Playing 20%
Final Examination 35%
Total 100%

Please note that the course assessment is subject to change.

Sponsoring Partner

Note:

Supply Chain Management Association Ontario (SCMAO) Exemptions

Those successfully completing this course will receive SCMAO exemptions for the following SCMP program components:

  • Interactive Workshop 1: Leadership and Professionalism
  • Interactive Workshop 2: Negotiation Skills

Applies Towards the Following Certificates

Technical Requirements

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*Course details are subject to change.

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Enrol Now - Select a section to enrol in
Section Title
Negotiation and Resolution
Type
Remote Instruction
Days
Monday
Time
11:30AM to 1:30PM
Dates
November 15, 2021
Type
Remote Instruction
Days
Wednesday
Time
9:00AM to 3:30PM
Dates
November 17, 2021
Type
Remote Instruction
Days
Wednesday
Time
9:00AM to 3:30PM
Dates
November 24, 2021
Type
Remote Instruction
Days
Wednesday
Time
9:00AM to 3:30PM
Dates
December 01, 2021
Type
Remote Instruction
Days
Wednesday
Time
9:00AM to 3:30PM
Dates
December 08, 2021
Type
Final Examination
Days
Friday
Time
9:00AM to 11:00AM
Dates
December 10, 2021
Schedule and Location
Contact Hours
30.0
Location
  • Virtual
Delivery Options
Remote Instruction  
Course Fee(s)
Potential Discount(s)
Instructors
  • Eddy Jin
Section Notes

Early bird registration ends 60 days ($855.00) and 30 days ($895.00) prior to the start of the course. Regular registration is less than 30 days prior to the start of the course ($955.00).

CourseLink access begins: Monday, November 8, 2021 at 12:00 a.m. ET.

Course registration ends: Friday, November 12, 2021 at 4:00 p.m. ET.

If due to extenuating circumstances there is a need to reschedule, the rescheduled class will be held on December 9 and/or 10, 2021, and the final examination will be rescheduled for December 13, 2021.

View the Course Policy: Withdrawals, Refunds, Transfer, Cancellations, Postponements.

Contact the OpenEd Continuing Education team if you require assistance.

This course is delivered remotely and in real time.

Remote Delivery Orientation (CourseLink & Zoom): Monday, November 15, 2021, 11:30 a.m. to 1:30 p.m. ET. Note: If you have already attended a Remote Delivery Orientation for a certificate course, you are not required to participate.

Technical Requirements

This course uses the following:

  • CourseLink, the name for the University of Guelph learning management system.
  • Zoom as a video communication tool:
  • Webcam (Built-in or USB plug-in)
  • Headset or a Microphone and Speaker (Built-in, wireless, or USB plug-in)

View the Technical Considerations for CourseLink and Zoom.

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