Negotiation Skills

Feb 04, 2023



9:00 AM


February 4, 2023 - 9:00AM - 5:00PM EST
February 5, 2023 - 9:00AM 5:00PM EST
February 11, 2023 - 9:00AM - 5:00PM EST
February 12, 2023 - 9:00AM - 5:00PM EST


Zoom Virtual Platform


The goal of this workshop is to develop the abilities of SCMP candidates to become more effective negotiators.  This workshop was developed to provide the purpose and conditions for negotiation supported with some negotiation simulations.  Candidates are encouraged to participate in the simulations as if they are real negotiations and debrief afterwards, including their emotional responses as well as their application of the learned material.

This workshop focusses on issues in negotiation, such as assessing your own negotiation skills and assessing the other party's; differentiating between distributive and integrative negotiation; establishing trust and building relationships; and power, persuasion, and ethics.  In this workshop you will have many opportunities to develop your negotiation style through role-playing simulations. 


Upon completion of this workshop candidates should be able to:

  • Understand and develop the primary negotiation skills
  • Develop your BATNA, and estimate your reservation point in preparation for negotiation
  • Apply tools for negotiation preparation - including self-assessment and assessment of the other party
  • Identify obstacles to integrative negotiation in the buyer-supplier (supply chain) context
  • Explain the complexity of multi-party negotiations, and apply strategies for effective negotiation in the multi-party context
  • Understand the importance of trust and relationships in negotiation
  • Recognize and apply sources of power in negotiation
  • Practice ethical negotiation practices - and recognize unethical practices


Romeo Callegaro

Romeo Callegaro is a leader in Supply Chain Management (SCM) with 40 years of experience developing and managing SCM practices for the private and public sectors.  While holding several senior management positions, Romeo has remained active at facilitating numerous SCM courses and programs for various academic institutions, including Supply Chain Canada.

Since 1988, Romeo has served an active role developing, updating and facilitating numerous Supply Chain Canada courses and seminars.

Romeo continues developing and facilitating in-house training programs for companies while also providing consulting services.  In house training programs have included developing and managing successful planning systems (ERP), strategic procurement practices, negotiating best practices, global logistics and inventory management.


Early Bird Registration until January 2, 2022

  • Member – $1,525.50 + Tax
  • Non-Member – $1,975.50 + Tax

Regular Registration

  • Member – $1,695.00 + Tax
  • Non-Member - $1,995.00 + Tax


  • 15 CPD points