Certification Class 3

Leading Complex Deal Negotiations

Traditional negotiation training often teaches buyers what to negotiate, but not how suppliers actually sell. This class closes that gap by revealing the strategies and tactics suppliers use to exploit leverage and by teaching you how to counter them with clear, effective deal messaging.

You will learn where to look in contracts and deal agreements to minimize risk and how to craft messaging that changes the dynamics of the deal and motivates supplier teams to meet buyer objectives.

Buy Ticket for Class 3
Enterprise Deal Set-up and Negotiation
Practical frameworks for supplier strategy, leverage, and deal messaging.
          Interested in exploring? We offer a complimentary 30-minute preview class.
Format
Intensive 8-hour certification | March 16 to 20
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 3

2026 Schedule

Q1
Mar
March 16 to 26
(12.30pm - 2.00pm ET)
Q2
Jun
June 15 - 19
(12.30pm - 2.00pm ET)
Q3
Sep
September 14 - 18
(12.30pm - 2.00pm ET)
Q4
Dec
December 7 - 11
(12.30pm - 2.00pm ET)
 
What this Class Covers
Structure complex negotiations
Build a negotiation architecture that aligns stakeholders, defines leverage points, and controls sequencing.
Manage multi-variable tradeoffs
Navigate pricing, scope, terms, risk allocation, and timing without conceding strategic position.
Control deal dynamics
Shift from reactive responses to proactive positioning that reshapes supplier incentives.

Learning objectives

  • ✓ Design negotiation strategies for high-value, high-risk deals
  • ✓ Align procurement, finance, IT, and legal before supplier engagement
  • ✓ Map leverage across pricing, terms, timing, and executive pressure
  • ✓ Control narrative and escalation in late-stage negotiations

Expected outcomes

Participants leave with practical frameworks to lead complex negotiations with confidence and control.

  • ✓ Deal architecture planning worksheet
  • ✓ Leverage mapping framework
  • ✓ Multi-variable concession planning template
  • ✓ Executive alignment checklist
Buy Ticket
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.”
 
We offer a 30-minute class preview
19 Mar
11 AM ET

Request access to a complimentary 30-minute class preview.
Submit your contact information below and our team will follow up with an invitation.

 
No cost. No obligation. You’ll receive the preview link and calendar invite by email.