Procurement Negotiation
Master essential negotiation skills for procurement, from planning and objective setting to tactical execution. Perfect for business professionals.
Master essential negotiation skills for procurement, from planning and objective setting to tactical execution. Perfect for business professionals.
This course cannot be purchased separately - to access the complete learning experience, graded assignments, and earn certificates, you'll need to enroll in the full Global Procurement and Sourcing Specialization program. You can audit this specific course for free to explore the content, which includes access to course materials and lectures. This allows you to learn at your own pace without any financial commitment.
4.7
(189 ratings)
14,686 already enrolled
Instructors:
English
پښتو, বাংলা, اردو, 3 more
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What you'll learn
Learn when to negotiate and when to avoid negotiation
Master planning tools like MDOs, LAAs, and BATNA
Understand the difference between positions and interests
Develop effective negotiation strategies and tactics
Recognize and counter various negotiation tactics
Complete post-negotiation analysis and documentation
Skills you'll gain
This course includes:
0.8 Hours PreRecorded video
1 assignment
Access on Mobile, Tablet, Desktop
FullTime access
Shareable certificate
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There are 4 modules in this course
This comprehensive course focuses on developing essential negotiation skills for procurement professionals. The curriculum covers the complete negotiation process, from establishing objectives and planning strategies to executing negotiations and post-negotiation analysis. Students learn practical tools like Most Desirable Option (MDO), Least Acceptable Alternative (LAA), and Best Alternative To a Negotiated Agreement (BATNA). The course includes hands-on experience through mock negotiations and peer assessments.
Welcome & Negotiation Process
Module 1 · 34 Minutes to complete
Develop a Plan
Module 2 · 2 Hours to complete
In The Negotiation
Module 3 · 1 Hours to complete
Post Negotiation
Module 4 · 3 Hours to complete
Fee Structure
Instructor
Senior Global Procurement and Supply Chain Executive
Don Klock is a senior global procurement and supply chain executive with over 30 years of experience in the international and domestic markets, having held key positions in major multinational consumer product corporations such as Colgate-Palmolive, Mars, Inc., and Reckitt Benckiser. After retiring from Colgate-Palmolive, where he served as Vice President and Chief Procurement Officer, Klock transitioned to academia as an adjunct professor of Supply Chain Management at Rutgers University Business School. During his 11-year tenure at Colgate-Palmolive, he led a comprehensive global procurement transformation that generated savings exceeding $1 billion. His areas of expertise include global procurement and sourcing, cost-saving strategies, supplier innovation, supply chain systems and processes, customer service enhancement, talent management, and change management. In recognition of his significant contributions to both business and academia, he received the Procurement Leaders Lifetime Achievement Award in 2014. Additionally, he launched the “Global Procurement and Sourcing Specialization” course on Coursera in 2020, attracting over 30,000 enrolled students. Don holds an MBA in Operations Management from the University of Rochester and a BS in Engineering and Management from Clarkson University. He resides in New York City with his wife.
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4.7 course rating
189 ratings
Frequently asked questions
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