Meeting/Event Information

ISM-CT Seminar: Negotiations 7.5 CEH

June 21, 2018
8:00 AM to 5:00 PM
 Add to Calendar

Hubbell Electric Heaters Company
45 Seymour Street
Stratford, CT 06615-0288

Effective Negotiation Planning & Execution®

Effective Negotiation Planning is a core procurement competency and a critical, learned skill.

Few people are ‘natural born negotiators’ able to conduct successful negotiations by simply relying on intuition. Becoming effective is most often the result of learning and practicing the concepts and tactics of negotiation. Successful negotiation outcomes depend largely upon the preparation and planning that have gone into the process before the two parties meet. This interactive workshop with several, “live” negotiations, and a few illustrative (and fun) videos will describe a systematic approach to planning and conducting negotiations that can be applied to all negotiations, large and small.

We will work through the ten (10) Phases of Negotiation, with practical examples and helpful advice:

  1. Understand the strategy for the goods / services you are negotiating for
  2. Supplier Conditioning ... when does it start?
  3. Preparing for the Negotiation Event, including logistics
  4. Opening Statements
  5. Active Questions & Active Listening
  6. Understanding, testing & probing the Supplier’s position & motivation
  7. Persuading & Moving the Supplier to your position(s)
  8. Closing & Agreeing
  9. Monitoring & Feedback
  10. Implementing the Agreement

This workshop will also include discussions on:

  • The Main Types of Negotiation
  • How Should I Prepare for a Negotiation?
  • Is it Always About PRICE?
  • The Merits of Individual vs. Team Negotiations
  • Virtual Negotiations


About Ron Guertin 

Ron has coached and trained hundreds of global procurement practitioners, leaders, stakeholders and cross-functional team members in the art and science of Strategic Sourcing making it come alive and helping them create and implement category strategies.  Working in-depth across multiple business sectors including global pharma and medical products, financial services, textiles, automotive, farm equipment, material science, crop science, high tech and oil & gas, he has helped clients achieve sustainable, often breakthrough results in a myriad of direct and indirect spend areas.

Ron holds an MBA from Northeastern University (Boston) and a Bachelors in Industrial Engineering from Kettering University (Flint), formerly General Motors Institute. He is a Qualified Myers-Briggs practitioner and a Certified Executive Coach.

Ron is currently Managing Partner of Catchlight Coaching, LLC.



$295.00 ISM-CT Members
$245.00 Earlybird rate before June 7

$399.00 Non-Members; this includes membership to ISM-CT until the end of 2018
$349.00 Earlybird rate before June 7