On-Demand Videos

Identifying and Defeating Vendor Ploys

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Want to be prepared the next time a vendor attempts to sway a deal to his favor? ICN’s explanation of popular vendor ploys will arm you for many of these tricks. Learn how to counteract the “I cannot give you a better price than…” ruse, understand how to deflect the “that is not the way we figured the deal” scheme, and thwart the “if we lower our fee, we can’t give you our best consultants” stunt.

Having ICN’s online presentation of Vendor’s Ploys in your arsenal gives you an advantage in negotiations to do better deals. We’ll show you how to neutralize some of the most common ploys, including:

• Booked Order
• Form Contract
• All Included Price
• Try It, You’ll Like it
• Who has the Keys to the Company Store
• We Don’t Need to Write That Down, You Can Trust Me
• We Can’t Do it for you Because We Would Be Setting A Precedent
• Unfortunately, I’ll Have to Get Any Changes Approved By Corporate
• and many more!

You’ll naturally feel greater confidence by being prepared to counter these common ploys. With negotiations in your favor, you’re sure to do better deals.

Managed Acquisition Process (MAP) Online Class

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Course contains two sessions

Designed to help you maximize your leverage throughout the procurement process, the Managed Acquisition Process™ (MAP™) is designed to help large and small companies, governments, and organizations of all sizes save resources and money. By focusing on best practices in a variety of areas (RFIs, RFPs, contract drafting, negotiations, contract management, and vendor management), you can begin improving your deals, increasing vendor performance, and reducing costs.

The procurement of goods and services is not an isolated event—it’s a process—and to do it well requires teamwork. Every stage of the process involves an opportunity for you to strengthen or weaken your bargaining position with your vendors. Whether you are directly or indirectly involved in the sourcing and procurement of goods and services, ICN will help you get the most out of your vendors—no matter what type of deal you’re doing.

Class consists of two online courseware sessions, one at 55:45 minutes and one at 71:29 minutes.