Emerging Leaders Summit 2018
An immersive networking and education event that puts
attendees side-by-side with other leaders and world-class
thinkers to build critical skills and strengthen professional connections.
Advanced Negotiation Skills Workshop
Mesa, AZ – February 19-21
Advanced Negotiation Skills Workshop
Who Should Attend?
Young professionals and high-potential individuals looking to develop their negotiation skills and professional networks.
Your rising-stars will engage with their peers in day-and-a-half Advanced Negotiation Skills Workshop designed to provide the applied technical know-how they need to make a difference in your company.
What Will You Learn?
- How to handle leverage (when you have it and when you don’t)
- Techniques for identifying the critical interests of key stakeholders
- Ways to find creative, breakthrough solutions to challenging problems
- Risk analysis, including how to communicate consequences most effectively
- How to deal with common negotiation tactics used by difficult people
Sheraton Mesa, Wrigleyville West
860 N Riverview
Mesa, AZ 85201
Accommodations
Summit Agenda
Day 1 - February 19, 2018
Emerging Leaders Team Building Event
Sheraton Courtyard
Welcome Cocktail Reception and Dinner
Sheraton Pool Bar Patio
Day 2 - February 20, 2018
Continental Breakfast
Canyon C
Foundational Principles of Successful Negotiation
Canyon A/B
Patrick Murzyn, Director of Supply Excellence, Global Supply Network Division, Caterpillar Inc.
- Understanding that every interaction is a negotiation (how and when to ask)
- Collaboration vs. competition
- Defining and measuring success
- How to handle leverage (when you have it and when you don’t) without damaging relationships
Comparing Approaches to Negotiation
Canyon A/B
Patrick Murzyn, Director of Supply Excellence, Global Supply Network Division, Caterpillar Inc.
- Interplay between relationships and substantive outcomes
- Comparing different approaches to negotiation
- How to handle the positional “high-low” game
- Focusing on key stakeholder interests that drive decision-making
Networking Lunch
Canyon C
Three Step Process for Organizing Key Information
Canyon A/B
Patrick Murzyn, Director of Supply Excellence, Global Supply Network Division, Caterpillar Inc.
- Customized case study
- Leveraging relationships to create sustainable value
- Getting access to key decisionmakers
- Relationship building and active listening
- Understanding what procurement needs to make your business case
Finding Solutions Based on Identified Stakeholder Needs
Canyon A/B
Patrick Murzyn, Director of Supply Excellence, Global Supply Network Division, Caterpillar Inc.
- Finding solutions that move us from current to desired state
- Being realistic about where opportunities are
- Linking solutions to identified stakeholder needs
- Focusing on value and communicating effectively
Downtown Networking Event and Dinner
Tortilla Factory – Old Scottsdale
Day 3 - February 21, 2018
Continental Breakfast
Canyon C
Calibrating Expectations and Risk Analysis
Canyon A/B
Patrick Murzyn, Director of Supply Excellence, Global Supply Network Division, Caterpillar Inc.
- Understanding and communicating consequences, where appropriate
- Assessing risk (your own and others’), including risk of status quo
- Influencing other stakeholders’ decisions based on data and risk assessments
Implementing the Optimal Strategy
Canyon A/B
Patrick Murzyn, Director of Supply Excellence, Global Supply Network Division, Caterpillar Inc.
- Working with others to prepare and implement negotiation strategy
- Communicating benefits in terms other stakeholders will hear
- Saying “No” without damaging relationships
- Handling price negotiations
- Overcoming negotiation tactics and objections, dealing with challenging people and situations, such as cross-cultural negotiations
