Certification Class 2

Countering Supplier Strategies and Building Effective Deal Messaging

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.

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 | May 18-22
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 2

2026 Schedule

Q1
Feb
February 16-20, 2026
(12.30pm - 2.00pm ET) 
Q2
May
May 18-22, 2026
(12.30pm - 2.00pm ET)
Q3
Aug
August 17-21, 2026
(12.30pm - 2.00pm ET) 
Q4
Nov
November 9-13, 2026
(12.30pm - 2.00pm ET) 
 
What this Class Covers
Identify supplier strategies
Spot the strategies and the tactics that support them before they drive the deal narrative.
Build counter-tactic action plans
Create structured responses that protect buyer leverage and reduce unnecessary concessions.
Create effective deal messaging
Develop messaging that influences approvals and reshapes supplier incentives to meet your objectives.

Learning objectives

  • ✓ Become proficient at identifying the most common supplier sales strategies and associated tactics
  • ✓ Understand suppliers’ deal approval process and the role of their sales funnel and forecasting process
  • ✓ Create action plans to counter tactics a supplier will use to support their sales deal strategy
  • ✓ Develop deal messaging to effectively influence and change the dynamics of a deal

Expected outcomes

Participants return with tools and techniques to improve negotiation execution on their next deal. Tools and worksheets include:

  • ✓ Sales strategy identification worksheets
  • ✓ Sales strategy tactics identification worksheets
  • ✓ Strategy and tactics neutralization action plan worksheet
  • ✓ Deal message development checklist
 
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 Feb
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.