Certification Class 1

Implementing the Deal Leverage Management Process

April 20–24 • Build a repeatable process to plan, run, and control supplier negotiations—so leverage doesn’t get lost between teams, timelines, and “last-minute” approvals.

You’ll learn how to operationalize leverage: align stakeholders, define deal rules early, track concessions, and keep negotiation strategy consistent from kickoff through signature.

Buy Ticket
Deal Leverage Management Process
A practical process to keep leverage visible, measurable, and consistent across every deal.
          Interested in exploring? We offer a complimentary 30-minute preview class.
Format
Intensive 8-hour certification | April 20 to 24
Delivery
Virtual • 5 consecutive days
Continuing Education
CPSM & procurement credentials
Investment
$1,295
per person
Delivered as five consecutive 1.5-hour sessions, designed to respect working schedules.
Class 1

2026 Schedule

Q1
Jan
January 12 - 16
(12.30pm - 2.00pm ET)
Q2
Apr
April 20 - 24
(12.30pm - 2.00pm ET)
Q3
Jul
July 19 - 17
(12.30pm - 2.00pm ET)
Q4
Oct
October 12 - 16
(12.30pm - 2.00pm ET)
 
What this Class Covers
Build the leverage process
Turn “best practices” into a repeatable operating system for how deals are planned, approved, and negotiated.
Align teams + timing early
Standardize kickoff, stakeholders, decision rights, and escalation paths before the supplier controls the clock.
Track leverage through signature
Keep concessions, commitments, and tradeoffs visible—so “small asks” don’t turn into permanent cost.

Learning objectives

  • ✓ Create a standardized deal leverage workflow (kickoff → negotiation → close)
  • ✓ Define decision rights, guardrails, and escalation timing
  • ✓ Build concession tracking so leverage doesn’t “drift” over time
  • ✓ Operationalize supplier deadlines, sequencing, and “end-of-quarter” pressure

Expected outcomes

Participants leave with a practical operating rhythm to run negotiations consistently—across teams, deals, and timelines.

  • ✓ Deal leverage management checklist
  • ✓ Concession tracker template
  • ✓ Stakeholder alignment map + escalation plan
  • ✓ A repeatable “deal cadence” for every supplier negotiation
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Your Instructor

Learn from an expert practitioner

 Andrew O.
Andrew Ozlowski
CSO · Green Cabbage Inc.
View LinkedIn →
✓ 20+ years in procurement and negotiations
✓ Led enterprise supplier negotiations and risk reviews
✓ Instructor for CPSM and related continuing education
Andrew graduated from Purdue University in 1992 and embarked on a 20-year career in complex information technology solution sales and consulting with companies that included SAP, Computer Associates, Kronos, and Accenture. He  combines his experience in sales strategies, tactics, and deal execution from the supplier and buyer side of deals to educate clients on how  to control the negotiation process and more optimal deal outcomes.  
“The goal isn’t to negotiate harder. It’s to communicate leverage clearly enough that the supplier changes their behavior.”