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Essential Negotiation Skills for Procurement Professionals
Speaker:
Mr. Rob Martinez, Partner,
Executive Vice
President
Navigo Consulting Group
Whatever
the contract—commodities, services, equipment
leases, or even
your salary raise/promotion—discover the negotiating
techniques of
professionals. Learn:
- Which
popular negotiating strategies simply don’t
work
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The 7 preparation steps and determine maximum &
minimum positions
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Probing techniques to better understand the other
side’s motivation and objectives
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How to turn the concept of “Win/win”
into real value and savings
- How
to overcome stalled or hostile negotiations
Speaker
Biography:
 Rob
Martinez is partner and executive vice president of
Navigo Consulting Group, a national supply chain consultancy
specializing in the procurement of distribution services.
Mr. Martinez reduces his client’s costs through
a unique consulting process that includes data analysis,
modal optimization, utilization of technology, RFP’s,
contract negotiation, strategic sourcing and supplier
management. With 17 years experience as a supplier
as well as outside consultant to the supply chain
industry, Mr. Martinez has helped hundreds of corporations
realize millions of dollars in bottom-line savings.
Active
in various industry associations, Mr. Martinez is
a member of NASSTRAC, ISM (Institute of Supply Management)
and MSMA (Mail Systems Management Association), and
holds leadership positions as President of the MSMA
and NAPM Professional Development Committee in San
Diego. Mr. Martinez has presented at numerous supply
chain conferences including Parcel Forum, MAILCOM,
NASSTRAC, PCC, MSMA, NAPM and ISM, and his sessions
are frequently voted “Best in Show”. He
has authored multiple logistics-related articles and
is quoted extensively in supply chain publications
including Parcel Shipping & Distribution, Traffic
World, Air Cargo, The Journal of MAIL Communications,
Ship Magazine, and Mailing Systems Technologies to
name a few.
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