Meeting/Event Information

Negotiation Skills: Basic Strategies to Achieve Your Goals

April 17, 2019
8:00 AM to 5:00 PM
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To be determined


This full-day workshop will use experiential learning techniques to allow participants to identify, learn, and apply basic negotiation strategies and skills in both one-on-one situations as well as in teams.  The workshop encompasses 6-8 exercises, depending on time, including the following negotiation situations:

  1. A series of rapid one-on-one negotiations; single attribute to be negotiated
  2. A series of team-on-team negotiations; single attribute to be negotiated
  3. More complex negotiations: multiple attributes to be negotiated, varying rewards, increased outcome uncertainty, parties of unequal power, more than two parties vying for scarce resources, etc.  

Each exercise will follow this general format:

  1. Brief learning / exercise setup (5 to 10 minutes)
  2. The exercise itself
  3. A group exercise debriefing (what went right, what went wrong, how to improve)
  4. A “tie-in” to existing theory / knowledge including an “application checklist” highlighting the key elements and strategies useful in this type of negotiation

Participants will discover how to:

  • Analyze their own interests (what they want to achieve) as well as those of others
  • Develop a position (what you tell the other party you want – not always the same as your actual interest!)
  • Exchange information (and when to do so!)
  • Make assessments and reach conclusions under time pressure
  • Leverage their personality to be a better negotiator
  • Avoid common pitfalls of negotiations


While this topic is often associated with the Purchasing or Sales functions, the basic strategies covered in this workshop would apply to almost all business functions and, as the participants will discover, apply to the relationships and situations they find outside of work. Everyone negotiates: job offers; car or home purchases; with spouses or children; etc. Anytime someone wants something from another party, they enter into negotiations.

This topic provides a plethora of interactive (and fun) exercises that demonstrate current research and allow participants to apply what they’ve learned.  It also can be very complex, especially as the uncertainty of outcomes, the number of participants, the amount of power each has, and the number of attributes to be agreed upon increases and / or varies.  For that reason, it is the kind of workshop that can be expanded to cover the topic in various levels of detail, depending on the audience and could be built upon over a period of time.

Michael D. Ford, MSISE, CFPIM, CSCP, CLTD, CQA, CRE, CQE, ACPF, CPSM, CSSGB is Principal of TQM Works Consulting, for which he is widely recognized as a premier provider of corporate training across a wide array of subjects. He provides innovative solutions based on 30 years of experience in retail, distribution, manufacturing, and consulting. His work history includes software implementation, business planning, inventory management, distribution planning and education. This includes a broad range of experience from ETO to MTS, as well as non-profits, service, and Department of Defense.

He has presented at over 350 industry events throughout the U.S., Canada, Japan, Nigeria, S. Africa and Australia, and has provided over 5,000 hours of classroom training. He specializes in delivering training that is “edu-taining” and as a result averages 4.7/5.0 on evaluations.

Ford is a 2016 graduate of Binghamton University, earning a M.S. in Industrial & Systems Engineering. He continues to pursue “lifelong learning for lifetime success” and has participated in over 200 professional development activities beyond his formal education, and has additionally acquired 9 internationally recognized professional certifications.

Ford has been recognized as a “subject matter expert” (SME) within the field of operations management and served on the review team for APICS CPIM courseware updates and as an SME for the APICS Principles courseware.