All prices are in Canadian dollars.

Negotiation Skills

Date:   Dec 06, 2018 - Dec 14, 2018
Time:   8:00 AM
Location:   Kinaxis Inc

500-700 Silver Seven Road
Kanata , ON

Workshop Dates: December 6, 7, 13 and 14

Please note: This workshop is open to SCMA Members only

Early Bird Registration (Available until November 14, 2018)

  • $1645.00 + HST

Regular Registration

  • $1695.00 + HST

Workshop Overview

The goal of this workshop is to develop the abilities of SCMP candidates to become more effective negotiators.  This workshop was developed to provide the purpose and conditions for negotiation supported with some negotiation simulations.  Candidates are encouraged to participate in the simulations as if they are real negotiations and debrief afterwards, including their emotional responses as well as their application of the learned material.
This workshop focusses on issues in negotiation, such as assessing your own negotiation skills and assessing the other party's; differentiating between distributive and integrative negotiation; establishing trust and building relationships; and power, persuasion and ethics.  In this workshop you will have many opportunities to develop your negotiation style through role-playing simulations.

Workshop Goals

Upon completion of this workshop candidates should be able to:

  • Understand and develop the primary negotiation skills
  • Develop your BATNA, and estimate your reservation point in preparation for negotiation
  • Apply tools for negotiation preparation - including self-assessment and assessment of the other party
  • Identify obstacles to integrative negotiation in the buyer-supplier (supply chain) context
  • Explain the complexity of multi-party negotiations, and apply strategies for effective negotiation in the multi-party context
  • Understand the importance of trust and relationships in negotiation
  • Recognize and apply sources of power in negotiation
  • Practice ethical negotiation practices - and recognize unethical practices

Instructor: Darryl Poyner

Darryl Poyner, with thirty years business experience has held senior management positions in supply management in global manufacturing and R&D organizations.  He has thirteen years' experience teaching business courses with a focus on supply management at the college level.  He was responsible for a four year degree program in supply management.  In addition, Darryl has provided consulting services in the areas of marketing, management and supply management.  Darryl has taught all of the SCMA courses in the certificate and designation programs as well, he has given numerous seminars in supply management across Canada.   Darryl completed a Bachelor of Science in Business Administration and a Masters of Business Administration.


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Interactive Workshop Cancellation/Refund Policy:

A full refund will be issued on cancellations received in writing at least 10 business days prior to the workshop start date. An administration fee of $150.00 is applicable if notification is received between three and nine days prior to start date. Thereafter no refund will be available. Substitutions and transfer of registrations is permissible when received in writing three business days before the workshop start date.  Credits to be used for future offerings are valid for 12 months from the date of initial payment and will expire if not used in that time frame.  

Interactive Workshop Cancellation/Rescheduling:

In the event of a workshop being cancelled or rescheduled, prior notification will be given to registrants by phone or e-mail, with the option of a full refund of registration fees or transfer of registration to another SCMAO offering.

Registrations must be received no later than 3 days prior to the start date to allow time for processing confirmation.

Attendees will  receive an email with the specific workshop details, such as room number prior to the workshop date.



To start the registration process please enter your email address.

This attendee is the primary registrant and their contact information will be kept on file.

Should you not be able to complete the registration process in one sitting, any information you have entered will be saved and your registration will continue from where you left off when you return.

By entering your email you are giving your consent to be contacted electronically by SCMA on matters regarding the event and your registration.


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