PROCUREMENT NEGOTIATION TRAINING FOR BUYERS AND SUPPLY CHAIN PROFESSIONALS

Over 1,000,000 procurement professionals, buyers, supply chain professionals, corporate officers, consultants, engineers, sales and marketing people, and other professionals have attended KARRASS's Effective Negotiating® seminars. Our company has set the standard for procurement negotiating training for over 45 years.

Company Testimonial

This is an intense course that provides insight into the world of negotiating. Even the most educated buyer can benefit from this training
- Volvo, Buyer



Company Testimonial

If you are a buyer in any industry, you can't afford not to take this course.
-Bosch, Senior Buyer



Company Testimonial

I have attended other negotiation seminars in the past and KARRASS is by far the best!
-Roche, Procurement Manager


Procurement Negotiation Strategies

It's with a strategic supplier, or maybe a sole source. It's a large project and you need to change the specifications. Your supplier tells you this is really going to impact all of their pricing, but you don't think it should.

Maybe you are trying to streamline your MRO buys and are having problems getting a couple of your best suppliers to conform to your new process.

A sole source tells you that they are increasing your prices across the board, while you are being asked to get price reductions from all your suppliers. Your department is under pressure to reduce component costs on two of your company's main products. The only way you can accomplish this is to get your three major suppliers to work with your engineers to find ways to reduce their costs and then pass on those cost reductions to you. It's going to take a lot of work to make this happen.

You feel anxious. You don't want to knuckle under. You also don't want to appear to be playing hardball and antagonize your suppliers. How would a good negotiator handle it?

There are some people who always seem to get what they want and still end up friendly with the other person after an agreement is reached.

How do they do it?

Purchasing Negotiation Strategies

After attending a KARRASS seminar, professionals working in procurement know how to work with suppliers to find ways to lower total costs. They know how to use the supply chain to create value. The result is an immediate bottom-line impact for their organization.

Not Your Typical Contract Negotiation Training

This is a fast-paced, hard-hitting, non-confrontational, and enjoyable two-day seminar. We teach and demonstrate practical skills, strategies, and tactics that you can use immediately. This negotiation training provides procurement and supply chain professionals with practical techniques and the psychological insights needed to help create better Both-Win® agreements.

More than just a single seminar, KARRASS provides extensive follow-up. Each attendee receives a comprehensive package of materials to reinforce the concepts discussed during the seminar, including a seminar workbook, two of Dr. Karrass's hardcover books, online access to over three hours of streaming audio designed to refresh your memory of the seminar, and the KARRASS Compass – the negotiation coaching and navigational tool.

Purchasing & Supply Chain Negotiation Skills

As traditional purchasing tasks evolve into broader supply management roles, you need to fine-tune your negotiating skills. Now strategic responsibilities require closer interaction with both your internal customers and your suppliers. You are going to be seeking out business opportunities, and helping your organization create value from those opportunities. Your supply chain holds many points of value. Harvesting some of that value for you and your organization requires negotiation training.

Skills you will learn in the KARRASS seminars will help you take a leadership role in your organization. Perhaps as the lead negotiator on a cross-functional team, with you as the negotiations coach. Perhaps you've been assigned the responsibility to manage an important strategic supplier, one you cannot afford to lose.

Your supply-chain role provides you interaction with internal customers, external suppliers, and a wealth of industry contacts. These interactions give you information and knowledge no one else in your organization may have. Your ability to use this knowledge in a negotiation can have a profound impact and create real value. Do not waste this opportunity.

Company Testimonial

You don't know what you don't know about negotiating until you take this course!
-Verizon Wireless


Company Testimonial

Excellent program, well worth the time and money.
-Owens Corning, Procurement


Company Testimonial

KARRASS training is like riding a bicycle with a turbo charger attached to your legs.
-Borg Warner, Business Manager


Company Testimonial

Not only did I learn more than I expected, I learned more than I ever could have imagined.
-Lubrizol Corp, Purchasing Manager


Company Testimonial

An outstanding and interesting program full of useful knowledge.
- Dow Corning, Supply Mgr


Key Procurement Negotiation Strategies You Will Learn:

Discover Creative Both-Win® Agreements

Who Has Attended Our Negotiation Seminars for Purchasing, Vendors & Suppliers?

Companies such as GE, Lockheed Martin, IBM, Borg Warner, Merck, AT&T, Microsoft, ADP, Bayer, Boeing, Nike, Oracle, Honeywell, Siemens, Caterpillar, Coca-Cola, Frito-Lay, Wal-Mart, Time Warner, Intel, and thousands of others have all used KARRASS Effective Negotiating® seminars to help sharpen their negotiating skills. See our client list »

We'll examine key negotiating skills that are essential in today's more complex negotiations with business partners and strategic suppliers. You'll learn how to protect your own interests while searching for Both-Win® opportunities. We'll show you how to create innovative and intelligent compromises, or impasse-breakers that still lead the way to better long-term relationships.


Company Testimonial

Most likely your competition has taken the KARRASS negotiating course. If you haven't, you'll be behind in the game!
-Mattel Corp, Katie Kenderski, Manager of Global Procurement



Build Your Contract Negotiating Power

Make Creative Both-Win® Agreements

What are other procurement and supply chain management professionals saying about the KARRASS Effective Negotiating® Seminar?

What Our Attendees Are Saying About Our Procurement Negotiation Training

Company Testimonial

The KARRASS class was the single best training class/seminar I have ever attended. The instructor had a refreshing ability to keep the entire class engaged at all times. That is rare in business seminars these days. Every time we did an exercise it taught you what to do differently next time. Thanks.
-American Express, Kim Cohen, Procurement


Company Testimonial

This has been a real eye-opener for me, providing insight and tons of thought-provoking information and skills I can put to use immediately, professionally, and personally.
-Bristol-Myers Squibb, Cathie Miller, Category Buyer


Company Testimonial

Truly an eye opener in terms of how to view a negotiation as a multifaceted structure.
-ExxonMobil, Christian Petterson, Voyage Coordinator


Company Testimonial

Only halfway through the course and I was confident I can use this knowledge to close deals and save millions for the company.
-Federal Express, Alain Ho, Senior Procurement Manager


Company Testimonial

The KARRASS seminar opened my eyes to the seller's perspective, will never negotiate the same again.
-GE Healthcare, Jennifer Dowling, Sourcing Leader


Company Testimonial

You have tried the rest, now learn to negotiate from the best—the KARRASS program enlightens and allows you to have a fresh view of negotiating.
-Halliburton, Dave Henson, Principal Procurement Professional


Company Testimonial

This program was one of the best presented programs I've ever taken. It will clearly assist me with better planning for negotiation.
-Hewlett Packard, Frederick Daigle, Procurement Manager


Company Testimonial

KARRASS's Effective Negotiating should be required for all levels of Home Depot. There would be an immediate return on the investment.
-Home Depot, Mike Todd, Real Estate Procurement


Company Testimonial

This is the best course I have ever had in all of my training at Honda. The instructor was excellent and very easy to learn from. I think this program is awesome. It will help me in my negotiations skills and will help me understand the other party's pressures and limits.
-Honda of America, Alan Jenkins, Purchasing


Company Testimonial

Anyone who deals with people must negotiate, both on a professional and personal level. Learning effective negotiation from KARRASS puts me at an advantage professionally.
-IBM Global Business Services, Dennis Malinis, Senior Consultant


Company Testimonial

This class has taught me to be comfortable with challenging suppliers as well as seeing outside my own perspectives to give me more of an edge to ask questions to make people really defend or back off positions.
-Intel Corporation, Carolyne Mason, Commodity Specialist


Company Testimonial

We have the opportunity to attend many courses/seminars. Because of the number of seminars we attend, my expectations are very high. I feel that this was finally a seminar that provided relevant content that I can use immediately. Thanks.
-Microsoft, Carly Nelson, Deluxe Contract Manager


Company Testimonial

I always thought of myself as a good negotiator especially after having lived and worked throughout the world for many years in many different cultures. However, this class has definitely increased my skills and provided insights into the process that I'd never thought about before.
-Sony, Gayle Greenlee, Buyer


Company Testimonial

This program is very useful both in business and at home. Material is very practical and can be used in every day operations. Very applicable to all types of negotiations.
-Wal-Mart, Brad Bryant, Regional Manager


THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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