Here is my slide deck on Negotiation from the 1990s. I used to pack this into one class. Now, every WMU Supply Chain major has to take an entire course on Global Negotiation. Why?
https://www.simecurkovic.com/wp-content/uploads/2024/05/Negotiation101.pdf
Industry asked us to. It is our fastest growing class. Thank you Dr. James Eckert! See his 1 page cheat sheet at the end of the slide deck. Note: my students go into “buyer” roles VERY early on in their careers (it often gets built into their job rotations). However, the supplier sales rep on the other side of the table is not early in their career (they often have > 10-20 years, if not more, work experience). So, LEARN to negotiate! Hint, use data: https://lnkd.in/gNrUtNU5.
Almost 1/2 of U.S. employees do not feel confident in their negotiation skills… > 40% don’t feel confident in their negotiation skills, while a 1/4 admit to never having negotiated at all in the workplace, per a LinkedIn survey.
The results revealed that men feel more confident about negotiating than women, with 37% of males feeling self-assured in their abilities, compared with just 26% of females.
Of the 8 countries examined, workers in the U.S. are the most anxious negotiators. My theory: lack of formal training & we throw them into these roles too soon.
The Institute of Supply Management identifies negotiation as the most important skill of SCM professionals & yet the weakest in terms of delivery. However, not at WMU. In fact, our supply chain majors take the class with Sales majors! Do you see the synergy?
Our case-based negotiation course is taught in conjunction with students from our partner universities in Germany (w/ students from all over the world). You will gain strong knowledge about the negotiation process through lectures & associated quizzes & then will apply the knowledge with LIVE student-to-student negotiation experiences.
Global Negotiation
This course is designed to be a “learning laboratory” for developing negotiation skills. The course will focus on the negotiation process & how individuals can understand & thus shape that process to achieve more desired outcomes. Negotiation will be explored with a global orientation so that students can understand the impact of culture & business climate on the negotiation process. The course will use multiple cases w/ students negotiating these cases to reinforce the concepts they learn.
Should college grads negotiate a higher starting salary? https://lnkd.in/gMJYNJkh.
https://lnkd.in/dhKzxnAX & https://lnkd.in/ekhu3YHA.
“Managing Price Indexing & Economic Adjustments During Inflationary Times”.
I would like to thank the Grand Rapids Chapter of ASCM for allowing me to speak at their April 26th PDM! For those that requested to participate in our research, please see below for my contact information & a description of our study (others are also welcome to join):
Ongoing Study by Western Michigan University’s SCM Program
· Studying how companies in different industries administer indexing and economic adjustments, their challenges, and how such processes may be improved
· Initial findings:
o Organizational ownership of process is not well defined
o Human error, lack of audit trail
o Lack of automation, requiring sufficient time and manual effort
o Limited collaboration and visibility
o Scalability issues
o Data security and access control
o Limited integration
· You are invited to join our study
· Software tools will be provided to evaluate how companies may implement business process automation.
Dr. Sime (Sheema) Curkovic, Ph.D.,
Professor, Operations/Supply Chain
Western Michigan University, Haworth College of Business
Kalamazoo, MI 49008-5429 | E-mail: sime.curkovic@wmich.edu
Thank you again GR ASCM!
#inflation, #procurement, #rawmaterials, #supplychain, #scm, #indexing