Better Ways to Better Deals:

The Buyer/Seller Negotiation Seminar

Facilitator: Larry Berglund, SCMP, MBA

The purpose of this 2-day program is to instil an understanding in the participants of practical and assertive means of improving their outcomes in negotiations, which are an inherent part of business planning and operations.

The objectives are for the participants to leave with an increased capability of addressing business issues requiring the need to resolve associated problems or ensure closure of agreement between the parties. This will lead to improved personal and professional performance. The focus is on the negotiation nuances which are relevant to one's career path. Enhancing the skills in negotiations requires imparting fundamental information as well as executing tactical actions which can be deceptive. Learning is not acquired to any depth through the passive act of studying. It's truly gained through participating actively and applying the knowledge wherever possible.

The world of negotiating is filled with myths and legends. Much of the hyperbole revolves around the prices or costs involved. Very little is shared about the nuances attained through tacit knowledge and experience. This seminar is aimed at participants aspiring to executive roles. You will be faced with many positive and negative (subjective) types of situations in business and your ability to meet these challenges will set you apart from your peers and colleagues over the course of time. You work in a climate which is very time-crunched, competitive, and demanding in its expectations. There is so much to do in the short term that we can lose sight of the long-term objectives. Better Ways to Better Deals will give you the tools to apply to current and future negotiations - be they personal or professional.

Participants need to be able to respond to a multiplicity of circumstances without being overly predictable in terms of strategy and tactics. What worked for you last week may not work for you next month. The seminar will provide a tool kit of effective options which can be considered when addressing negotiation issues. Participants will be able to expand their comfort zone and leave a legacy of sound decision-making with qualitative and quantitative values. Participants will find there are better ways to better deals.

Who should attend?
Public, private and not-for-profit organizational staff that want to be effective leaders and create a value proposition that meets the needs of all parties.

The seminar will challenge experienced business people while ensuring that others with less experience can build on the lessons learned.

Topics include:

About Larry Berglund, C.P.P., MBA
Larry is an experienced supply management professional. He has worked in the forest industry, public healthcare, municipal government, and university operations. He has taught the Principles of Buying, the Principles of Quality, as well as the PMAC Better Ways to Better Deals seminars on negotiations, based on his book of the same name. His most recent book is Food, Finance, and Philosophy: A Role for Supply Management in Corporate Social Responsibility.

He has taught accredited courses for APICS, BCIT, and Kwantlen Polytechnic University. Larry has written case studies, articles for Canadian and U.S. business publications, facilitated workshops, and is a recognized speaker on supply chain management topics. He attained his C.P.P. designation in 1982 and his MBA in 2003.

Larry drafted and implemented the first sustainability policy for a Canadian municipality in 2005.