TOPIC SUMMARY:
In procurement, people generally don’t work on their own, but instead support other groups within the company, and often have to work with legal and other functional areas. Negotiating in collaboration with others, while managing diverse interests, as well as negotiating on behalf of others within the organization brings added challenges, and requires additional skills for those team members to use when negotiating on their own.
Moshe will discuss tips (along with past-experience real-world examples/stories) and techniques that you can bring back to the office (and even use at home too) for negotiating with multi-parties successfully.
Speaker Bio:
Moshe Cohen has been teaching in the following areas:
- Negotiation,
- Leadership
- Conflict Resolution
- Organizational behavior,
– as founder of The Negotiating Table since 1995, and as a master lecturer at Boston University's Questrom School of Business since 2000. He has worked with thousands of students as well as companies worldwide.
As a mediator, Moshe has worked to resolve hundreds of matters, and also coaches executives, managers, and individuals on leading others and negotiating effectively. He is the author of three books:
- Collywobbles
- How to Negotiate When Negotiating Makes You Nervous; Optimism is a Choice and Other Timeless Ideas
- The Optimistic Pessimist: More Timeless Ideas
He has also written numerous articles and cases, and appears in podcasts, videos, and interviews.
Moshe studied Physics at Cornell University, and has a Master's in Electrical Engineering from McGill University, specializing in robotics. After a dozen years in robotics, he completed his MBA from Boston University, and fell in love with negotiation, mediation, and leadership.
SCHEDULE:
March 9th, 2026 (all times = ET):
5:45 - 6:00 PM = for Networking.
6:00 - 6:10 PM = for the ASCM/APICS business
6:10 - 7:10 PM = Speaker presentation
7:10 - 7:20 PM = Q & A