What you'll learn
- How to become a more effective and agile negotiator based on one's underlying power.
Requirements
- None, other than minor experience in negotiating contracts.
Description
Power is a key differentiator in negotiations - and the successful negotiator must understand whether or not they have that power. One must understand how to gain and retain power throughout the negotiation process, as well as how to be agile depending upon one's power position. There are different negotiation approaches depending upon whether one has greater power, less power, or power equal to the party across the negotiation table – and the course addresses all three scenarios. The differences between positional and principle- or interest-based negotiations are also covered.
Throughout the lessons, this course addresses power and how to create it. A section focuses on how to develop the optimal strategies and tactics, how to succeed at the negotiation table, and finally, how to capture the concessions gained. Actual real-life examples are shared throughout the course, drawing from across multiple industries, as well as both the customer and supplier perspectives.
There are numerous points which the learner can apply immediately to their next negotiation. The instructor brings a wealth of practical experiences to the program.
Each section has a five-question quiz, and the course concludes with an invitation to the learner to apply the lessons to real life scenarios - and receive constructive feedback from the instructor.
Who this course is for:
- Negotiators, contracting professionals, contract attorneys, supplier relationship managers, project managers, supply chain professionals, customer relationship managers
Instructor
![Jim Bergman](data:image/svg+xml,%3Csvg xmlns="http://www.w3.org/2000/svg" viewBox="0 0 64 64"%3E%3C/svg%3E){kind=avatar}
- 4.4 Instructor Rating
- 9 Reviews
- 48 Students
- 1 Course
Jim Bergman is an experienced contracts negotiator, who brings his experience as a strategic sourcing leader, innovative contracts attorney, and innovative supplier relationship management expert with international training and consulting experience to the Udemy student. He has experience working in both the public and private sector on a wide range of direct and indirect spend categories and has a broad knowledge of numerous aspects of service, goods, and technology contracts.
Initially, Mr. Bergman was a contracts attorney for a Fortune 500 corporation and was responsible for legal and negotiation support to the procurement staff from across the business. This experience gave him great insights into the strategic and operational aspects of supply chains.
Jim’s experience encompasses developing, drafting, negotiating, and managing contracts for a wide array of projects with multiple clients – and advising the clients on the risks and value opportunities that lie therein.
He has an extensive background in the negotiation and sourcing of raw materials, labor, capital equipment, IT hardware, software, system integrators, telecommunication networks, MRO, process chemicals, engineered equipment, fleet, dispensers, packaging, scaffolding, insulation, insurance products, environmental remediation, waste services, janitorial, landscaping, security services, logistics services, warehousing, engineering and construction services, management consulting, leasing support and business process outsourcing service providers.
Across his wide array of negotiation experiences, he has been extensively involved in establishing effective contracts and customer-supplier relationships founded on strategic sourcing, integrative supply chain management, performance metrics, and measures, as well as Total Cost of Ownership principles. He has served as editor for publications focusing on the successes associated with such supply chain management relationships. He has recently co-authored a book on Relational Contracting.
He has trained over 7,000 professionals during the past twenty years through classroom, online synchronous, and asynchronous platforms, coaching, as well as blended models.
As a strategic management consultant, Jim has assisted numerous supply chain management clients through all phases and steps of supply chain strategies, contracting, negotiation, strategic sourcing and bidding processes, contract management, and supplier relationship management processes, demonstrating savings above $100 million.
Jim has served as a trainer and consultant on many topics regarding supply chain management, sourcing, contracting, outsourcing, law, and negotiations. His audiences and clients have included supply chain practitioners, attorneys, financial, operational, and sourcing professionals from multinational corporations and the public sector. These clients include Apple, Bank of America, Boeing, BP, Bristol-Myers Squibb, Chevron, China National Petroleum, Costco, Dell, Shell, PETRONAS, Murphy Oil, Saudi Aramco, Total, PetroRabigh, Apache, ExxonMobil, Halliburton, Schlumberger, AT&T, Delphi Automotive, UAE’s DU, DuPont, FedEx, GE, General Motors, Home Depot, IBM, Intuit, Johnson & Johnson, Lam Research, LG Electronics, Makro, Maxis, Merck, Microsoft, Monsanto, National Grid, Phillips 66, Reliance, Samsung, Siemens, Singapore Telecom, SunPower, Tata, Toyota, USAA, Verizon, Walgreens, Walmart, Wells Fargo, the State of California, the State of Florida, the State of Texas, South Australia Health, the US General Services Administration, Australia’s Defence Materiel Organization (now CASG), Canadian Department of National Defense, Indonesia’s LKPP, UK’s Crown Commercial Services, Saudi Electricity, Singapore’s Ministry of the Treasury, South Africa’s Treasury, Nigeria’s Bureau of Public Procurement, Canada Post, World Bank, and numerous others.