Negotiation Basics

Gary Hopper, C.P.M., MBA, Total Cost Solutions

7:30-8:00 am Registration/8:00 am-5:00 pm Seminar
Continuing Education Hours: 8

Registration Deadline:  Register by March 11, 2010 to ensure your spot.  Registrations after this date will be on a space available basis.  If sufficient registrations are not received by this date, the seminar will be canceled.

Objectives

• Provide general understanding of negotiation principles and common approaches
• Deliver value-based tools and opportunities for hands on practice

Target Audience

All buyers and sourcing specialists who are new to the purchasing profession; experienced buyers, commodity managers and strategic sourcing managers wanting to enhance their knowledge and skills. Seminar is applicable to both commercial and public sectors.

Areas of Focus 

• Assessment of Core Skills
• Principled Negotiation Philosophy
• Learn Effective Communication Methods 
• Develop A Personalized Negotiation Pace 
• Preparing to Negotiate
  • Identify Negotiations Strategies
  • Develop Smart Goal
  • Understand BATNA (Best Alternative to a Negotiated Agreement)
• Learn and Practice (Role-Play)  Negotiation Tactics & Counter-Tactics
• Participate in a 1-1 and Team Negotiations 

Speaker: Gary L. Hopper, C.P.M., MBA

Gary has 25+ years of procurement and contract negotiation experience.  He has worked in both public and private sectors. He is well versed on the Unformed Commercial Code and familiar with federal and state acquisition requirements. He has held leadership and senior manager positions for his former employers which include: Litton Industries, Intel Corporation, The Walt Disney Company and University of California, Santa Cruz.

Gary earned his B.A. Degree in Economics from San Jose State University and his MBA from Golden Gate University (emphasis in Procurement and Contracts Management).  Throughout his career Gary has served on various ISM (Institute of Supply Management) affiliate boards to include Silicon Valley, Los Angeles, Sacramento and Portland.  Current certifications include C.P.M. (Certified Purchasing Manager) and OPBC (Oregon Procurement Basic Certification).

Total Cost Solutions was created in 2004 and has served a myriad of clients from defense industry contractors to health care service providers. Gary has facilitated hundreds of negotiations and procurement related workshops for his clients and provided best-practice solutions for their business needs. For further information of upcoming workshops and consulting services, please go to: www.totalcostsol.com

Fees: $395 Member / $495 Non Member

Save an additional $25 per person when registering 3 or more people from the same company at the same time.

Cancellations received more than 5 business days prior to event date are refunded full fee minus $50 administrative fee.  Cancellations received 5 business days or less prior to event date will receive 50% refund.  No refunds for no shows and same day cancellations.  Sorry, no exceptions.