Procurement and Sales Negotiations: Principles and Tactics
Procurement and sales professionals often find themselves across the table from each other and at odds. Negotiations in these situations have high stakes and little room for error. Come learn from the stepbrothers, Allan Tsang and Dan Oblinger, with special guest Tanya Roach, as we discuss negotiation strategy and tactics for procurement and sales negotiations.
Who should come?:
- Procurement professionals who want to improve and hone their negotiation skills
- Sales professionals who want to sharpen their sales skills by working with procurement pros in a safe environment.
Learn New Strategies to Prevent Scope Creep: Stop losing money when your counterparties try to change the terms of the agreement after the deal is executed!
Understand the Dynamics of 360° Negotiations: Keep yourself relevant in all negotiations and prevent your counterparty from backdooring information or securing unwarranted concessions from other members of your team! Balance negotiations internally and externally.
Handle Mistakes in Delivery or Quality While Saving Face: How to have critical conversations with key suppliers when they (or you!) make a mistake. Ensure that improving a process also improves relationships.
This will be a unique experience where you can mix with both procurement and sales professionals in a non-adversarial environment and learn the tips and tricks of the OTHER side!
Attendees will get FREE white papers
Life and Death Listening by Dan Oblinger
The N-Factor by Allan Tsang
This event is a live, zoom webinar
Date: Thursday, November 19
Time: 10 am - 12:00 pm EDT (UTC/GMT-4:00)
Tuition: Early Bird $97
After November 16, $197 USD
***enter code "iamanearlybird" at checkout to get the discount.
Cancellation policy: you may cancel and get a full refund minus the cost of payment processing up to 24 hours prior to the start of the event.
What if a hostage negotiator made the jump to business negotiations? What if the same skills that save lives can also craft lucrative scope and fee packages for your firm? Dan Oblinger is an actively serving hostage negotiator commander for a large American city. He is the author of two books, “Life or Death Listening: A Hostage Negotiator’s How-to Guide to Mastering the Essential Communication Skill” and “The 28 Laws of Listening: Best Practices for the Master Listener”. Dan coaches and consults with companies on internal negotiation programs, especially when active listening can enhance their deal-making.
Helping people excel in the art and science of negotiation, build stronger agreements, and get what they want without unnecessary compromises
Allan is a negotiation coach with over a decade of experience in training thousands of business owners and professionals to negotiate more effectively. His real-world expertise and track record of success can be adapted to virtually any industry or profession, with specializations in the Engineering, Technology, Manufacturing, Biomedical, and Aerospace sectors.
Born in Hong Kong, raised in Africa, and educated in the United States, Allan’s early career took him to Boston, New York, and Atlanta before finally settling in Virginia as a business coach. Fluent in English and Cantonese, his global experiences have shaped his perspectives and enhanced his ability to bridge cultural gaps, facilitate better communication, and build lasting agreements between opposing parties.
Allan’s clients include start-ups, multi-billion dollar companies, M&A’s, Inc. 500 Fastest Growing Companies, and Fortune "100 Best Companies to Work For". His no-nonsense coaching has been sought out to help land anchor clients, grow revenues, and resolve conflicts, as well as to negotiate mergers and acquisitions. With his training, Allan’s clients have successfully negotiated agreements with companies such as Google, Boeing, PepsiCo, Verizon, Northrop Grumman, CAT, GE, and Microsoft.
In addition to being named one of the “Top 20 Under 40” by the Blue Ridge Business Journal, he also serves on the board of advisers for RAMP, a regional business accelerator. Personally trained and mentored by the late Jim Camp, Allan is currently the North America and Asia Pacific Negotiation Coach for Camp Systems.
Tanya Roach, SCMP
Tanya Roach, former VP of Supply Chain at August Electronics has held her SCMP designation since 2007. Tanya has been recognized as “Women to Watch In Supply Chain” list by SCMA in 2019". Tanya has held various leadership roles in Power Generation, Oil and Gas, Telecom, and most recently in Electronics Contract Manufacturing. Because of her 17 years working in Supply Chain, Tanya is excited about the value Supply Chain can bring to organizations.
Her collaborative approach and out-of-the-box thinking in working with internal stakeholders and suppliers have made her successful in the execution of projects. Creative problem solving, negotiating vendor contracts, and overseeing the centralization of procurement processes and execution of strategic sourcing initiatives has brought significant value to the companies she has represented along with developing strong long-lasting supplier partnerships.