Negotiations Learning Path On Demand: NIGP Forum 2025
Course

Negotiations Learning Path On Demand: NIGP Forum 2025

  • Instructor: Online Learning
    Online Learning
    Phone: 800-367-6447 — Fax: 703-736-9644
    Online, self paced learning, anytime, anywhere you want. Be sure to check out all the ONLINE offerings we have! Recommendations? Comments? Please send us an email at the address listed above. We'd love to hear from you!
  • Level: Advanced Practitioner
  • Format: On Demand
  • Contact Hours: 5

Developed in collaboration with leading procurement experts, the Negotiations Learning Path includes four 75-minute recorded sessions designed to expand your knowledge and enhance your professional skills. After successfully completing the assessment, participants will earn a digital badge recognizing their achievement and new competency.

This learning path helps public procurement professionals strengthen their ability to plan, conduct, and close effective negotiations. Through four focused sessions, participants will explore proven tools and strategies for preparation, managing challenging discussions, achieving win–win outcomes, and closing agreements with confidence.

Speakers: Sean Carrol, Daniel Mays, and Magan Waltari 

 

Session 1: “Let’s Get it Started in Here”:  Negotiations Tools, Strategies, and Preparation.
Ready to level up your negotiation game? In this session, you'll learn practical tools and strategies to prepare for negotiations that create real value, not just victories. We'll cover researching contracts, defining your Best Alternative to a Negotiated Agreement (BATNA), identifying non-negotiables, and building decision-making frameworks. You'll also learn how balancing confidence, mission-focus, and organizational alignment can transform your outcomes.  

Session 2: “SOS”:  When Negotiations Go Wrong
Ever had a negotiation spiral out of control? In this session, you'll learn to stay composed, maintain control, and navigate even the toughest procurement conversations. We'll explore how to recognize and diffuse non-productive tension, know when to pause or step away, identify hidden pitfalls, and handle hostility effectively, keeping you cool under pressure. 

Session 3: “All I Do Is Win/Win”:  When Negotiations Go Right
Success is close, with a few remaining items to agree on. This is still about preparations to create as close to a win/win for both parties as possible and remembering not to allow “the perfect” to get in the way of good. Practice compromise, using the tools from Session 1, without classifying it as a loss or failure, expanding where value can be achieved by both parties instead of sacrificing more of the pie, and get more pie to negotiate over.  

Session 4: “The Final Countdown”:  Closing the Deal with Confidence
In this session, we’ll start by reviewing the key tools, frameworks, and wins from Sessions 1–3. Then, we’ll dig into common roadblocks that derail negotiations and counter negative tactics deployed to throw you. We will develop a resilience playbook that lets you pivot your negotiations from setback to success. 

Pricing:
PriceCostBeginsEnds
Negotiations Learning Path On Demand: NIGP Forum 2025 (Member Black Friday 25)$79.0011/18/202512/05/2025
Negotiations Learning Path On Demand: NIGP Forum 2025 (Member)$99.00 11/17/2025
Negotiations Learning Path On Demand: NIGP Forum 2025 (Non-Member Black Friday 25)$120.0011/18/202512/05/2025
Negotiations Learning Path On Demand: NIGP Forum 2025 (Non-Member)$150.00 11/17/2025
Negotiations Learning Path On Demand: NIGP Forum 2025 (Member) $99.00
Negotiations Learning Path On Demand: NIGP Forum 2025 (Non-Member) $150.00

Objectives

By the end of this course, students will be able to:

Session 1: “Let’s Get it Started in Here”:  Negotiations Tools, Strategies, and Preparation.

  • Define and leverage your BATNA to strengthen your negotiation position.
  • Identify essential, non-negotiable terms and understand their impact to your organization.
  • Develop targeted questions, decision trees, and if/then frameworks to manage negotiation scenarios proactively.
  • Balance assertiveness, mission alignment, and organizational purpose to achieve optimal negotiation outcomes.

Session 2: “SOS”:  When Negotiations Go Wrong

  • Identify and strategically leverage opportunities, even in difficult or hostile negotiations.
  • Recognize and address risky or unproductive behavior within your negotiation team.
  • Determine when to pause negotiations and when walking away is the best option.
  • Spot hidden pitfalls early to mitigate their impact. 

Session 3: “All I Do Is Win/Win”:  When Negotiations Go Right

  • Apply negotiation tools to support compromise and expand value creation, ensuring both parties benefit by increasing available opportunities rather than viewing concessions as losses.
  • Implement the zone of agreement, where success is not at a single point; it's between the minimum one party is willing to accept and the maximum another party is willing to offer.
  • Integrate key negotiation points early in the process to set expectations and reduce potential conflicts.

Session 4: “The Final Countdown”:  Closing the Deal with Confidence

  • Review tools and strategies from Sessions 1–3
  • Counter negative negotiation tactics
  • Implement strategies for overcoming barriers to successful negotiation planning

 

Intended Audience

This offering is targeted to individuals who meet or exceed the following professional demographics:  

  • Mid-level public procurement and central warehouse professionals who serve as senior buyers, managers, directors, or equivalent functions within their respective entities.   

  • Non-procurement managers and supervisors who either provide procurement functions that support entity programs under delegated authority, or who already have a good understanding of basic procurement principles but wish to get more in-depth, hands-on training.   

  • Professionals who are employed by local governing entities and special authorities (such as K-12 and higher education, publicly owned utilities, transportation providers, and other publicly funded or created entities) who either serve within or manage the procurement function.  

  • Supplier managers and supervisors seeking to understand the public procurement function from a more in-depth holistic level, including the policies, standards, and procedures by which public entities must function.  

Completion Requirements

  • Complete all On-Demand content
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Miscellaneous

Payment Information

  • Register online with credit card
  • Register by fax and download the print & fax form

*FORM OF PAYMENT MUST ACCOMPANY REGISTRATION FORM FOR ORDER TO BE PROCESSED

Methods of Payment Accepted: Check (make checks payable to NIGP) and Credit Cards (Master Card, Visa, and American Express).

If paying by check, please make check payable to NIGP and send payment to:
NIGP, Attn: Seminar Registration
12007 Sunrise Valley Drive, Suite 110
Reston, VA 20191
 

Cancellation Policy

There are no refunds, all sales are final.

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