Logistics Negotiations

If you are in charge of seeing to the logistics needs of your company, you already know that the fastest way from point A to point B is a line that goes straight through a complex, and sometimes stressful, negotiation process. People who think that negotiating labor contracts or supplier deals is tricky have never sat across the table from the railroads or the trucking industry.

Negotiating any aspect of logistics arrangements requires you to be familiar with a specialized data set and to have confidence in your negotiation skills. That is why we have created this unique, two-day Logistics Negotiations seminar. This highly interactive, engaging course combines all the key components of our basic negotiations course with industry specific tips and principles to give you the skills and background you need to succeed in a logistics negotiation. Combining relevant case studies with group activities and videotaped role-plays, the course enables students to actually practice their skills in real-life situations and receive immediate feedback. The insights and confidence you develop during the course will help you to communicate more effectively and choose more wisely in the midst of the sometimes intense world of logistics negotiations.

Seminar Objectives:

Participants in the Logistics Negotiations seminar will learn to:

• Increase profits by planning and executing effective collaborative negotiations with logistics service providers
• Train your employees to be successful when negotiating in strategic, tactical, telephone and face-to-face negotiation situations
• Build employee confidence through successful practice and extensive feedback
• Successfully negotiate from the position of providing long-term value to your suppliers
• Discover supplier objectives and how to use that information to affect negotiation outcomes
• Use pre-researched options that target lowest total cost as a means for reaching successful outcomes
• Use important negotiation strategies to reduce conflict and deadlocks during Logistics negotiations
• Focus upon interests and issues instead of digging in on dangerous positions
• Deal with difficult behaviors and protect important business relationships during negotiations
• Coordinate the process of negotiation within the organization
• Improve communications through the development of a common negotiation language