Advanced Negotiation: Overcoming Tough Procurement Challenges (2 Day Workshop)

Mi, 23 Jan 2019 - Do, 24 Jan 2019
09:00 - 17:00

Event Details:


Do you ever struggle to negotiate in single source supply? Do you find it difficult to align internal and external negotiations? Do you know how to use your voice to be more influential?

We have answers to your questions. Giuseppe Conti, together with several experts from the Procurement and Sales world, will lead an exciting two-day workshop on overcoming tough Procurement challenges.

Research confirms that our ability to negotiate has a direct impact on our personal and professional success. Whether it is through dealing with complex external bargaining parties or negotiating in-house agreements, negotiation plays a key role. Good negotiators are more satisfied and less stressed at work. However, the benefits not only apply to yourself, by sharpening your skills within the area, you will be able to maximize results for the business and employees.

The workshop aims to dig deep into using the right tools that work best in each procurement scenario: using theoretical frameworks, academic research, and real-time practice. However, one of the key points of difference from CABL workshops and others is that it gives participants pre and post workshop material to start and continue improving your skills on negotiation, including 6 webinars throughout the year on a variety of subjects like Dealing with Difficult People and Emotional Intelligence.  

Giuseppe Conti (IMD, Oxford, HEC Paris, Bocconi, ESADE, + over 20 years of Procurement experience with leading multinationals) will help us understand how top negotiators outperform their rivals while creating value for both parties.

Let’s try to understand why this program is so special.

Learning Objectives


  • Discover concrete strategies for your real-life Procurement negotiations

  • Improve your understanding and predictions of people’s behaviors

  • Learn advanced negotiation techniques that can give you a competitive advantage in your next negotiations.

  • Sell your ideas and creative solutions to the other party to motivate them to act upon them

Program - Day 1 (9.00 to 18.00) & Day 2 (8.00 to 17.00)


Key topics:

  • Course Introduction & Core Concepts

  • Effective Preparation

  • Hard Bargaining Techniques

  • Creating and Claiming Value

  • How Digital Transformation will transform the Art of Negotiation (Alessandro de Luca)

  • Using your voice to be more influential

  • Negotiating a long-term agreement – the Sales perspective (Regina Roos)

  • Negotiating in Single Source Supply

  • Negotiating innovation with startups (Paul André)



  • Multiple Equivalent Simultaneous Offers

  • Contingency Agreements

  • Negotiation in a fast-changing market environment (Thierry Blomet)

  • Putting into Practice

*Lunch, coffee breaks and handouts are in included in the fee. Travel and accommodation expenses are not included.

Target Participants


Procurement Executives interested to improve their careers and techniques.

It is specifically designed for:

  • Procurement Executives and Managers who aspire to positions of greater influence and responsibility within the Procurement industry

  • Professionals that are engaged in frequent negotiations with Procurement

Key Benefits


  • Personal feedback from Giuseppe and guest speakers. They will all be available for the entire workshop to provide negotiation coaching.

  • Improved awareness of the impact your behavior has on others and how to use this in your negotiations

  • Humor and Fun. One of our goals is to make this experience enjoyable as that is the most effective way to absorb all the content

  • Unique: participants are invited on a regular basis, free of charge, to attend 6 webinars from Giuseppe Conti on advanced negotiation & influence topics to continue the learning journey.

  • If you are a CIPS member, please sign up on the Eventbrite site using the promotional code CIPS and enter your membership number. If you are not a member, you may want to join CIPS to take advantage of a wealth of benefits (https://www.cips.org/en/membership/). A 12-month membership is 184 GBP.

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Faculty


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Giuseppe Conti, "The Creator of Master Negotiators", is a recognized expert in the field of negotiation. Since 2006, he is an award-winning lecturer at leading business schools throughout Europe (Cambridge, ESADE, HEC Lausanne, HEC Paris, IESE, IMD, Imperial College, INSEAD, London Business School, Oxford, RSM, SDA Bocconi, University of Geneva and University of St. Gallen), recognized for his lively and interactive training workshops. Managers from over 90 countries have attended his interactive and pragmatic workshops.

Giuseppe is a seasoned negotiator combining academic content with a rich practitioner experience from his senior Procurement and commercial leadership roles within blue chip multinationals (Procter & Gamble, Novartis, Firmenich, and Merck). He runs customized negotiation workshops for leading corporations in four continents. Website: http://www.cabl.ch/

He will run this workshop in collaboration with 4 executives that will each provide a one-hour talk and coaching during the entire workshop.

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As CIO for Merck Healthcare, Alessandro de Luca's in charge of the group’s pharmaceutical division that accounts for 45% of the total Merck revenues. Previously, for 5 years he was responsible for the End-to-End Merck Supply Chain operations. Prior to Merck, Alessandro worked with Procter & Gamble for 20 years across a number of roles. He has received multiple accolades during his professional career. In 2016, he was elected “The Inspirational Leader of the Year” within the Merck BioPharma division and in 2015, he was awarded the title of “Most Influential Supply Chain Executive in Europe” within Pharma (taken among the top 5 across all industries) by the SCM magazine.

You will certainly benefit from the spirit and energy Regina Roos exudes during her talks. After a successful career with ABB across multiple countries, Regina recently moved to Schneider in Singapore as a VP for Sales. She is a global worker and has experience with cultural differences especially in the Asian and South American markets. 

Paul AndréEmerging Products Commercial Supply Director at JTI. Innovation and entrepreneurship are the two areas where Paul's interests and professional acumen meet. For the past 12 years, he has applied his expertise to large multinationals within Procurement, Business Development, and Finance fields. He likes to combine his passion for investing in start-ups, coaching in sports and his MBA in order to solve problems in a creative yet practical way. An avid learner, Paul exudes positive energy, curiosity and is at his happiest when sharing his knowledge or when he can learn by doing.

Finally, Thierry Blomet, Senior Vice President of Sourcing at Kemira, has over 27 years of negotiation experience in highly competitive international chemical markets. With products ranging from volatile commodities to more engineered and technical specialities, his extended negotiation practice covers both perspectives from sales (12 years) and procurement (15 years). He covers a wide range of spend categories and negotiation experience from raw materials, energy, investments, MRO services, and professional services.

Optional Purchase


A personalized voice audit to identify how to modify your voice to be more influential: 200 CHF.

Here is a sample of a voice audit:

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Testimonials


"Giuseppe achieved what not many lecturers can: provide a boatload of concepts, tips and guidelines, keeping the energy high at all times while accurately answering a plethora of questions from a hyper diverse audience." – Philips

"Super engaging, can be applied tomorrow in real life. Eye-opening." – Carlsberg

"Giuseppe's negotiation lecture is one that nobody should miss! It may be one of a very few workshops that you can get a high return on investment in a relatively short period of time." – PayPal

 "I expected a dry and technical training. We finally went through exciting role plays, passionate discussions, and fruitful case studies." – International Olympic Committee


Refunds


*Participants may postpone their attendance to a future session or provide a replacement candidate for a course if CABL is informed up to 15 days before your event start date.

*90% of the course fee is refundable for a cancellation if CABL is informed up to 45 days before your event start date. 50% is refundable if CABL is informed up to 15 days before your event start date. No refund for a shorter cancellation period.

Frequently Asked Questions - FAQs


How do I know if this workshop is worth it?

The lead trainer, Giuseppe Conti, is teaching at 10 of the top 12 Business Schools in Europe. The guest speakers are senior executives at leading multinational. If you want “real-life negotiation training that gets results”, this is your workshop.

Who are some of your past clients/participants?

Giuseppe Conti is teaching in all leading European Business Schools and for corporate customers in four continents (Europe, Asia, America, Africa). Unfortunately, the names of the corporate customers are protected by confidentiality agreements. You can have an idea by looking at testimonials on his website (www.cabl.ch or on his Linkedin profile).

Why is this a two-day workshop?

This is our preferred workshop length to have a workshop that is long enough to be impactful and short enough so that participants can join without having to leave the office for too long.

Do I have to be in procurement to attend this workshop?

Everyone is welcome to join. In addition to solid negotiation theory, the workshop will provide negotiation examples and presentations that are based on Procurement experience. The participants that will take most value are the ones that are currently working in Procurement, that are negotiating with Procurement or that want to move to Procurement.

Do you offer a certificate of completion?

Yes, you will receive a certificate on the last day of the workshop.

Do I do the voice audit at the workshop or do I have to go to a different location?

You will be asked to record with your phone a 2-minute sample of your voice and given instructions on how to send this sample. At the beginning of the workshop you will receive your audit report, and then during the workshop, we will cover the theory on how to use your voice to be more influential. Thanks to the audit, you will have clarity on what are your areas of improvement.


Still have doubts or want additional information? Do not hesitate to call us:

+41-79-3486092 or Skype: cabl01

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Letztes Update 10/10/2018

Starling Hotel

Route François-Peyrot 34, , Geneva, 1218, GE, Switzerland
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Starling Hotel

Route François-Peyrot 34, , Geneva, 1218, GE, Switzerland
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