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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

*Course details are subject to change.

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