Emerging Leaders Summit 2018

An immersive networking and education event that puts
attendees side-by-side with other leaders and world-class
thinkers to build critical skills and strengthen professional connections.

Advanced Negotiation Skills Workshop
Mesa, AZ – February 19-21

Advanced Negotiation Skills Workshop

Who Should Attend?

Young professionals and high-potential individuals looking to develop their negotiation skills and professional networks.

Your rising-stars will engage with their peers in day-and-a-half Advanced Negotiation Skills Workshop designed to provide the applied technical know-how they need to make a difference in your company.

What Will You Learn?

  • How to handle leverage (when you have it and when you don’t)
  • Techniques for identifying the critical interests of key stakeholders
  • Ways to find creative, breakthrough solutions to challenging problems
  • Risk analysis, including how to communicate consequences most effectively
  • How to deal with common negotiation tactics used by difficult people
Sheraton Mesa, Wrigleyville West

Hotel

Sheraton Mesa, Wrigleyville West

860 N Riverview
Mesa, AZ 85201

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Accommodations

Hotel Arrangements

Sheraton Mesa, Wrigleyville West

860 N Riverview
Mesa, AZ 85201

Summit Agenda

Day 1 - February 19, 2018

3:00 pm - 5:00 pm

Emerging Leaders Team Building Event

Sheraton Courtyard

6:00 pm - 9:00 pm

Welcome Cocktail Reception and Dinner

Sheraton Pool Bar Patio

Day 2 - February 20, 2018

7:30 am - 8:30 am

Continental Breakfast

Canyon C

8:30 am - 10:15 am

Foundational Principles of Successful Negotiation

Canyon A/B

Patrick Murzyn, Director of Supply Excellence, Global Supply Network Division, Caterpillar Inc.

  • Understanding that every interaction is a negotiation (how and when to ask)
  • Collaboration vs. competition
  • Defining and measuring success
  • How to handle leverage (when you have it and when you don’t) without damaging relationships
10:30 am - 12:00 pm

Comparing Approaches to Negotiation

Canyon A/B

Patrick Murzyn, Director of Supply Excellence, Global Supply Network Division, Caterpillar Inc.

  • Interplay between relationships and substantive outcomes
  • Comparing different approaches to negotiation
  • How to handle the positional “high-low” game
  • Focusing on key stakeholder interests that drive decision-making
12:00 pm - 1:00 pm

Networking Lunch

Canyon C

1:00 pm - 2:45 pm

Three Step Process for Organizing Key Information

Canyon A/B

Patrick Murzyn, Director of Supply Excellence, Global Supply Network Division, Caterpillar Inc.

  • Customized case study
  • Leveraging relationships to create sustainable value
  • Getting access to key decisionmakers
  • Relationship building and active listening
  • Understanding what procurement needs to make your business case
3:00 pm - 5:00 pm

Finding Solutions Based on Identified Stakeholder Needs

Canyon A/B

Patrick Murzyn, Director of Supply Excellence, Global Supply Network Division, Caterpillar Inc.

  • Finding solutions that move us from current to desired state
  • Being realistic about where opportunities are
  • Linking solutions to identified stakeholder needs
  • Focusing on value and communicating effectively
6:00 pm - 9:00 pm

Downtown Networking Event and Dinner

Tortilla Factory – Old Scottsdale

Day 3 - February 21, 2018

7:30 am - 8:30 am

Continental Breakfast

Canyon C

8:30 am - 10:00 am

Calibrating Expectations and Risk Analysis

Canyon A/B

Patrick Murzyn, Director of Supply Excellence, Global Supply Network Division, Caterpillar Inc.

  • Understanding and communicating consequences, where appropriate
  • Assessing risk (your own and others’), including risk of status quo
  • Influencing other stakeholders’ decisions based on data and risk assessments
10:15 am - 11:45 am

Implementing the Optimal Strategy

Canyon A/B

Patrick Murzyn, Director of Supply Excellence, Global Supply Network Division, Caterpillar Inc.

  • Working with others to prepare and implement negotiation strategy
  • Communicating benefits in terms other stakeholders will hear
  • Saying “No” without damaging relationships
  • Handling price negotiations
  • Overcoming negotiation tactics and objections, dealing with challenging people and situations, such as cross-cultural negotiations

Speaker

Patrick Murzyn

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