Strategic Negotiation Program

Duration: 1 month
Live Sessions: 3
1 week apart (2 hours each)
Upcoming Cohorts:
November 5th, 2026 start date
Standard Price: $899 USD
Early Registration: $799 USD
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Master negotiation strategies that deliver results

This one-month online program equips buyers, account managers, commodity managers, and purchasing leaders with practical tools, structure, and methods to improve outcomes in supplier and customer negotiations.

Participants learn how to strengthen power positions, prepare more effectively, and conduct both competitive and collaborative negotiations for the most common buy/sell situations in manufacturing companies. Now with integrated AI applications, the program also shows how to accelerate preparation, sharpen strategy, and improve execution using modern AI tools.

Course Curriculum

  • Month 1: Learn the 4 dimensions of negotiation power and how to improve your position in active supplier and customer negotiations
  • Month 2: Apply proven tactics, countermeasures, and collaborative methods to improve outcomes and reduce resistance
  • Month 3: Use APD’s frameworks and AI tools for sourcing, design changes, economics requests, and annual negotiations
  • “Negotiation is not about winging it or forcing outcomes. The structured process showed me that preparation is often more critical than the negotiation itself.”
    Category Manager at a global medical equipment company
  • “The real-life examples and explanations made it easier to understand how these strategies could work in my own supplier scenarios.”
    Indirect Sourcing Specialist at a billion-dollar auto parts manufacturing company
  • “The most value came in developing planning strategies for coming into negotiations. The planning workbooks will immensely help us better understand BATNAs and the dynamics that drive value.”
    Supply Chain Director at a leading motor vehicle manufacturer

Course Activities to Earn Certification

  1. Attend (3) 2-hour live virtual training sessions
  2. Complete activities on APD Learn online training platform
  3. Complete a program wrap-up summary
    • Expected hours to complete course – 16 CE Credits

After completing the program participants have learned how to:

  • Recognize competitive and collaborative negotiations and apply preferred approaches to maximize results from each
  • Effectively implement countermeasures for common competitive negotiating tactics Implement proven approaches for successful collaborative negotiations
  • Handle conflicts to achieve mutual gain
  • Successfully prepare for common buy/sell negotiations including initial sourcing, design changes, and cost changes due to economics
  • Use collaborative negotiation tools and techniques within their own companies to achieve short- and long-term goals while building effective cross-functional relationships
  • Set SMART goals for negotiations that maximize results
  • Leverage AI to accelerate preparation, strengthen strategy, and enhance execution
  • Use AI to map negotiation power more quickly
  • Develop smarter discovery questions using prompt frameworks Use AI to rehearse tactics and summarize outcomes
  • Apply AI strategically within proven negotiation frameworks rather than randomly

Meet the Trainer

Jeoff Burris is the Founder and Principal of Advanced Purchasing Dynamics (APD), a firm established in 2004 and committed to helping manufacturers create competitive advantage through the application of knowledge-based cost management and negotiations.

Burris has thirty years of specialized experience in manufacturing working globally for companies such as Ford, Magna and Simpson Industries across a diversity of roles from Buyer to Group General Manager.

Interested in other APD Procurement Training topics? Download the full catalog here:


Questions about this course, group pricing, company-specific classes, or in-person training options?
Reach out to APD’s Director of Training, Denise Mattern, for guidance.
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