2011002 - Negotiation and Resolution
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
- Certificate in Supply Chain Management for Public Procurement : Required Courses
Technical Requirements
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*Course details are subject to change.