Meeting/Event Information

Seminar: “Negotiation Skills: Basic Strategies to Achieve Your Goals!” & PDM: "Strategic Sourcing for Successful Supplier Relationships"

May 08, 2019
8:00 AM EDT - 8:30 PM EDT

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260 Mall Boulevard
King of Prussia, PA 19406
Venue Website

PAN-APICS Seminar & PDM (Professional Development Meeting

Wednesday, May 8, 2019


Facilitated By: Michael Ford, TQM Works Consulting,

APICS Master Instructor, Penn State Adjunct Professor

About the Seminar:

This workshop will use experiential learning techniques to allow participants to identify, learn, and apply basic negotiation strategies and skills in both one-on-one situations as well as in teams.

The workshop encompasses 6-8 exercises, depending on time, including the following negotiation situations:

  1. A series of rapid one-on-one negotiations; single attribute to be negotiated
  2. A series of team-on-team negotiations; single attribute to be negotiated
  3. More complex negotiations: multiple attributes to be negotiated, varying rewards, increased outcome uncertainty, parties of unequal power, more than two parties vying for scarce resources, etc.  

This topic provides a plethora of interactive (and fun) exercises that demonstrate current research and allow participants to apply what they have learned. It also can be very complex, especially as the uncertainty of outcomes, the number of participants, and the number of attributes to be agreed upon increases and/or varies.



  • 08:00 am – Registration & Continental
  • 08:30 am – Ice-breaker & Introductions
  • 08:50 am – Morning Session
  • 12:15 pm – Working Lunch
  •  1:00 pm – Afternoon Session
  •  4:15 pm – Summary and Q&A
  •  5:30 pm - 8:15 pm PDM Presentation & Dinner (See Below Agenda)


Earn 8 Certification Points! 

Registration includes: all instruction, handouts, continental breakfast, lunch, AM & PM break service, proceedings article and certificate and complementary PDM Registration


  • 8:00 am – 4:30 pm Seminar: (See Above Agenda)
  • 5:30 – 6:15 pm Registration & Networking – Cash Bar
  • 6:15 – 6:30 pm Presidents’ Welcome – PAN-APICS Chapter Business
  • 6:30 – 7:15 pm Dinner & Discussion – Buffet Dinner
  • 7:15 – 8:15 pm Presentation & Discussion



Participants will discover how to:

  • Analyze their own interests (what they want to achieve) as well as those of others
  • Develop a position (what you tell the other party you want – not always the same as your actual interest!)
  • Exchange information (and when to do so!)
  • Make assessments and reach conclusions under time pressure
  • Leverage their personality to be a better negotiator
  • Avoid common pitfalls of negotiations





About the Speaker


Is Principal of TQM Works Consulting, based in upstate NY. He provides innovative solutions based on 30+ years of experience in retail, distribution, manufacturing, and consulting. His work history includes software implementation, business planning, inventory control, distribution planning and corporate training. He has presented at over 350 industry events to local, regional and international audiences across the US, Canada, Japan, Nigeria, South Africa and Australia.

Ford has served as an Adjunct Professor and Continuing Education Instructor for Penn State University and The State University of New York. He has as well conducted on-site training at multi-national corporations such as IBM, BASF, Pfizer, Lockheed Martin and BAE.

Ford combines his technical expertise with personal skills to develop a unique “outside the box” approach to life’s challenges. He offers training that is “edu-taining”!

Michael’s Contact Information: or 607.624.4853


Who Should Attend? EVERYONE!

While this topic is often associated with the Purchasing or Sales functions, the basic strategies covered in this workshop would apply to all business functions and, as the participants will discover, apply to the relationships and situations they find outside of work. We negotiate when we submit project proposals, suggest engineering revisions, change schedules, sell an idea, etc. Anytime and anywhere tradeoffs exist, negotiation takes place.


This is a limited headcount event: attendance is “first-paid, first-enrolled” to 50 people. Participants are not required to bring anything, such as notepads or laptops, as the facilitator will provide attendees with a copy of a proceedings article including all discussion points.

About The PDM (Professional Development Meeting)

Strategic Sourcing for Successful Supplier Relationships

Strategic sourcing seeks to embrace suppliers as partners, as though they are upstream work centers within our company. The goal is long-term relationships founded on mutual compatibility of interests, competencies and trust. Traditional habits of beating up vendors on price and dictating terms are replaced with win-win negotiations that serve to strengthen the supply chain. This view recognizes that supply chains are only as strong as their weakest link, and it is in all parties’ best interest to strengthen each link.


Attendees will perform hands-on exercises to learn:

  • The purchasing continuum from tactical order placing to strategic sourcing
  • Four major types of purchases and how they relate to the continuum
  • A supplier evaluation tool known as Weighted Factor Analysis
  • The importance of identifying core competencies in the supply chain
  • The contrast between vertical and horizontal integration


Who should attend?

  • Purchasing, Sourcing, Buyer/Planners
  • S&OP, E-commerce, New Product Launch Professionals
  • Inventory, Logistics and Supply Chain Managers
  • All those who rely upon and interface with procurement and wish to better understand, collaborate and support those activities




$299.00 Seminar: ASCM / PAN-APICS Plus Members

$299.00 Seminar: ASCM / APICS Plus Member from other Chapters with ID #

$249.00 Seminar: 3 or more from same company. Register on the same ticket as Guest

$349.00 Seminar: All ASCM / APICS Core and Non-Members. Register as Guest Published

$50.00 PDM ONLY: ASCM / PAN-APICS Chapter Members
$45.00 Earlybird rate before April 17

$50.00 PDM ONLY: ASCM / APICS Member from other Chapters with ID #. Register as Guest
$45.00 Earlybird rate before April 17

$65.00 PDM ONLY: All Non Members and Guest
$60.00 Earlybird rate before April 17

$65.00 PDM ONLY: All Walk-In Attendees


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260 Mall Boulevard
King of Prussia, PA 19406
Venue Website

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