Image Part of the SCMP & SMT Workshops Image

Negotiation Skills


Zoom Virtual Platform

09:00 AM EST

February 5-6 & 12-13, 2022
9:00AM - 5:00PM

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
Professor .

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.


What is the cancellation policy?

A full refund will be issued on cancellations received in writing at least 10 business days prior to the workshop start date. An administration fee of $150.00 is applicable if notification is received between three and nine days prior to start date. Thereafter no refund will be available. Substitutions and transfer of registrations is permissible when received in writing three business days before the workshop start date. Credits to be used for future offerings are valid for 12 months from the date of initial payment and will expire if not used in that time frame.

What happens if the workshop is cancelled?

In the event of a workshop being cancelled or rescheduled, prior notification will be given to registrants by phone or e-mail, with the option of a full refund of registration fees or transfer of registration to another Supply Chain Canada offering.

Upcoming sessions

Communication and Relational Skills01.29.22

January 29-30, 2022
9:00AM - 5:00PM EST

Supply chain leaders and supply chain management professionals lead groups of people and manage change. The objective of this workshop is to develop the oral and written communication skills of SCMP candidates to enable them to meet their professional goals.

This workshop focuses on strategic issues in communication and relational skills.  Candidates will develop the skills to effectively communicate in an organization, and manage strategic information sharing within supply chains.  The workshop will provide candidates with the opportunity to improve their own communication and relational skills in a highly interactive learning environment.

Upon completion of this workshop participants should be able to:

  • Understand the importance of effective and strategic communication as a supply chain manager
  • Assess the communication strengths and weaknesses within their current working environment
  • Understand the strengths and weaknesses of different media of communication both written and verbal
  • Develop skills to effectively create and use communication opportunities within and outside the organization
  • Receive and process constructive feedback on current communication skills and provide such feedback to others
  • Develop supply chain relationship-building skill

In the workshop, candidates advance their oral and written communications skills through readings, discussions and exercises.  Candidates will further develop their supply chain relationship-building skills through presentations and a final report.


Ethical Behaviour and Social Responsibility02.26.22

February 26-27, 2022
9:00AM - 5:00PM EST

The primary goal of this workshop is to create awareness and advance knowledge about challenges in business ethics and supply chain responsibility.  Through readings, discussions, mini-cases and exercises, candidates will learn about a broad range of social responsibility factors, such as environmental concerns and "fair trade".  We will also discuss social procurement policies and practices.  The candidates will also be made aware of the means to quantity values to make the business case for going beyond being green.

Workshop Goals
Upon completion of this workshop candidates should be able to:

  • Define "business ethics" and describe different perspectives on ethics

  • Critique an organizational code of ethics and/or statement of ethics

  • Discuss the various effects on social values and corporate ethical conduct

  • Explain the importance of environmental social governance in business

  • Understand the total cost of ownership on decisions

  • Identify opportunities for their organizations in the circular economy

  • Appreciate the value for having diversity in their supply chains

  • Explain how social procurement is growing as a strategy in organizations

  • Work with social enterprises as a key source of goods and services

  • Provide insights on how to affect social and economic development in their communities


Competitive Bidding, Contract Preparation and Contract Management03.05.22

March 5-6, 2022
9:00AM - 5:00PM

The goal of this workshop is to provide supply chain professionals with information and skills training to enable them to better manage the bidding and contracting processes and be more effective actors within the competitive bidding and contracting functions at their organizations.

This workshop focuses on practical (i.e., not merely theoretical) matters in bidding and contracting, including drafting of competitive bidding documentation, the application of competitive bidding law, the basics of contract formation and good practices in contract management.

Candidates will have an opportunity to apply knowledge of good practices in competitive bidding to a "challenge scenario," with a view to realizing preventative and remedial solutions.

The final project will offer candidates the opportunity to create a quality RFP, test their RFP drafting skills and then benefit from expert feedback from the instructor.

Workshop Goals
Upon completion of this workshop candidates should be able to:

  • Understand competitive bidding activities and best practices

  • Read/write competitive bidding documents (RFQ and RFP)

  • Understand the foundations and implications of Canadian competitive bidding law

  • Understand the implications of Canadian inter-provincial and international trade agreements for competitive bidding activities in the public sector

  • Understand the implications of the United Nations Convention on Contracts for the International Sale of Goods (CISG) on contracting activities in Canada

  • Understand how contracts are formed, and how to form contracts in a manner that avoids introducing uncertainty into their formation and later operation

  • Understand the component parts of processes for contract administration and management


Risk Management03.26.22

March 26 - 27, 2022
9:00AM - 5:00PM EST

Risk management has become an increasingly important corporate strategic initiative, and supply chain management (SCM) often plays a lead role in identifying potential risk and planning risk mitigation including avoidance, transference, and resilience.  In some cases risk is even accepted as a normal course of business.  Risk management requires the integration of people, technology, information and resources both internal and external to the organization.

This workshop focuses on the issues in risk identification, mitigation and management, using appropriate tools to determine a course of action for the company.  Various tools will be discussed and candidates will have an opportunity to use these tools in their own companies.

Workshop Goals
Upon completion of this workshop candidates should be able to:

  • Critique your organization's preparedness for risk management

  • Select appropriate applications for identifying, quantifying and mitigating risk

  • Differentiate between the four strategies of dealing with risk, including acceptance, avoidance, mitigation and transference and know when to apply each

  • Develop risk management preparedness strategies

  • Describe critical steps and roles in the risk management process


SMT - Marketing - Winter 202204.07.22

April 7-8, 2022
9:00AM - 5:00PM EST

Participants will learn the role and purpose of marketing with a special emphasis on how marketing affects supply management. The differences between marketing and sales, marketing products and services, as well as B2B and B2C marketing will be addressed. Market research, understanding your competition, market segmentation and market selection are key topics covered. Among the other subjects discussed are the marketing mix: the “4 Ps” of product, pricing, place and promotion. Strategies for market leaders and market followers will also be outlined.

Workshop Goals
Upon completion of this seminar, participants should be able to:

  • Understand the role and importance of marketing in a business organization

  • Identify opportunities and challenges for an organization in the business environment.

  • Identify potential markets for a business’s offering.

  • Understand how the marketing mix is applied to target market segments.

  • Create and present an abbreviated marketing plan.

Registrations must be received no later than 3 days prior to the start date to allow time for processing confirmation.
Attendees will  receive a confirmation email with the specific workshop details, such as room number shortly after registering for the event.


Leadership and Professionalism04.09.22

The goal of this workshop is to develop the abilities of SCMP candidates to become supply chain leaders and supply chain management professionals, i.e., to lead groups of people and to manage change.

This workshop focuses on the issues in leadership and professionalism, such as developing best practice leadership characteristics, becoming self-aware, creating a vision and a mission statement, and performing the steps toward effective leadership.

The Leadership and Professionalism workshop draws from the works of a variety of credible and well-respected "thought leaders" in the areas of leadership, management and human relations.

Workshop Goals
Upon completion of this workshop candidates should be able to:

  • Apply the five best practices of leadership

  • Identify the ways to adapt your behaviour to individuals to build effective relationships

  • Critique your organization's vision and mission statements

  • Select appropriate applications for each of the four leadership styles

  • Differentiate between the continuity and discontinuity perspectives

  • Develop ways to build a cohesive team

  • Describe critical steps and roles in the change management process

  • Determine the appropriate approach to handling conflict

  • Create and present a leader profile

Registrations must be received no later than 3 days prior to the start date to allow time for processing confirmation.
Attendees will  receive a confirmation email with the specific workshop details, such as room number shortly after registering for the event.



Thank you for interest!