THE CGNE™ CERTIFICATION

CERTIFIED GLOBAL NEGOTIATION EXECUTIVE™

COURSE OVERVIEW

The truth is, your ability to make it to the next level in the executive ladder has much less to do with your education or your experience than you think. Negotiation research shows that the biggest factor is your ability to influence – your ability to negotiate. To coalition build. To get internal customers, internal partners, and management on your side and behind your agenda. To set a vision and go achieve it. To build bridges instead of burn them. And to never have to look for a job – because the jobs are looking for you.

You’ll discover how to manage the tension between empathy and assertiveness. Learn to navigate personality differences, diverse agendas, and social pressures. By evaluating your personal tendencies in the face of conflict, you’ll learn to manage your strengths and weaknesses to become a more effective negotiator.

This complete game changer course is designed to help senior executives become successful negotiators, deal with difficult people and hard bargainers, structure deals, and manage conflict productively. Certified Global Negotiation Executive distils cutting-edge research and real-world (Indian) examples into two days of targeted executive education negotiation training. At CGNE, you will test your beliefs and assumptions, overcome emotional and rational biases, examine complex negotiation scenarios, and discover a range of competitive and cooperative, integrative negotiation strategies. You’ll build on your accumulated knowledge to generate descriptive insights for negotiating across a variety of competitive contexts. You will learn what tools work best for managers who need to shape agreements and informal understandings within a complex web of relationships. You will discover strategies for anticipating and responding to an array of complicating factors — from multiple parties and value differences.

Through relevant case studies you’ll learn how to apply negotiation theory to real-world situations and will have the opportunity to practice your newfound negotiation techniques.

If you’ve been in the same position for a while now, then you are in the danger zone. More education, more experience, and more years in the job – none of them will make a difference, not at this point in your career. In fact, you might just look back after 5 years and realize you didn’t get 5 more years’ experience, you got 1 year experience, 5 times.

CGNE™ REVIEWS

THE ONLY THING THAT WILL PUT YOUR EXECUTIVE CAREER ON THE FAST TRACK IS

THE ABILITY TO INFLUENCE AND NEGOTIATE

Have you mastered the art and science of influencing? Are you a Master Negotiator? Do people follow your lead because they are enthusiastic ambassadors of your vision, or is because you write their review?

Are you using your position power to get things done? Internally with business partners? Externally with suppliers? Here’s a secret: the best leaders almost never do.

Position power results in disgruntled followers and stagnant careers. Master negotiators know how to crack cases. They engage in investigative negotiations. They understand not just the other party’s positions, but also their interests. They don’t try to win everything or get the biggest piece of the pie, they make the pie bigger and make both parties win – bigger. They know how to create and claim value. They have mastered the art and science of influence and negotiations. In the world of business, they are the ones that make things happen.

HERE IS JUST A GLIMPSE OF SOME OF THE HUNDREDS OF COMPANIES WHO HAVE HAD THEIR EMPLOYEES TRAINED ON EXCLUSIVE CONTENT FROM OUR CGNE™ CERTIFICATION PROGRAM

INVEST IN YOUR CAREER. INVEST IN YOUR RESULTS. INVEST IN YOUR FUTURE.
LEAD AT THE BARGAINING TABLE BY SHARPENING YOUR NEGOTIATION SKILLS.

Achieve better outcomes by gaining the negotiation strategies you need to negotiate in uncertain environments, deal with difficult people, and manage conflict.
Learn from The Godfather of Negotiation Planning who has been responsible for the negotiation planning, execution & training processes for the entire $16B global Intel Corporation, he mastered multi-billion dollar deals, and hammered out high-stakes negotiated agreements around the globe.
Practice with confidence by taking part in negotiation scenarios alongside a diverse group of executives.
Take a deeper dive by in this two-day executive education training session that explores a specific aspect of negotiation such as leveraging the power of emotion.
Win, not by defeating the other side, but by winning them over.
Avoid All the Pitfalls Of “Merely Effective” Negotiators and How to Be a Negotiation Master
Drive Investigative Negotiations That Set the Stage for Winning the Deal… Before Negotiations Ever Start!
Create Value in Negotiations and Make the Pie Bigger – And Have Both Parties Win Bigger
Negotiate Complex and Multi-Issue Deals, and Why Covering Each Topic Serially Will Close All Negotiation Doors
Getting past the fixed pie bias for opportunity maximization for both sides
Transfer Value to The Party That Values It Most, While Getting Even Bigger Returns as a Result
Negotiate Internally Using Influence Instead of Position Power
Establish Your Negotiation Positions and Know Exactly How to Maximize Their Strength
Understand the Other Party’s Positions -And Their Underlying Interests – To Formulate Your Negotiation Strategy
Research and Determine Bargaining Power of Both Sides and Establish the Zone Of Possible Agreement
Establish A Set of Negotiation Strategies That Ready You for Every Possible Outcome
Work with Different Negotiation Styles and With Negotiation Stalemates
Develop and Leverage Negotiation Anchors for Incredible Negotiation Outcomes – And What to Do If the Other Party Does This First
Get Past “No” and Focus On “Why Not?” to Find Creative Solutions to the Biggest Negotiate Problems
Leverage Contingency Contracts When Suppliers Over-Inflate Their Value in Negotiations
Avoid Abuse of Bargaining Power and How to Recognize and Manage When the Other Party Does
Close Deals with Better Than Ever Results, While Writing the Other Party’s Victory Speech
Package This Knowledge Together and Apply to a Series of Powerful Harvard Negotiation Case Studies
Put Your Executive Career on The Fast Track with Your New-Found Master Negotiation Skills
Improve working relationships and resolve seemingly intractable disputes.
Understand your BATNA (best alternative to a negotiated agreement) to gain a better understanding of your options.
Evaluate your personal tendencies in the face of conflict and learn to manage your bargaining strengths and weaknesses.
Recognize the most common manipulative negotiation tactics used by difficult people —and ways to neutralize their effects.
Win, not by defeating the other side, but by winning them over.
And much much more…

THE CGNE™ REVIEWS

“Great simple examples and stones that helped in a great way of understandings.”
★ ★ ★ ★ ★

JOHN NAIR

Sr. Vice President Cox and Kings

“Proficient Training is being organized by Competitors View, Keep it up.”
★ ★ ★ ★ ★

RAJIB SARKAR

Associate Vice President – Central Procurement, Lodha group

“The study materials were really good this help to refer in future. Good arrangement of the program. Well explained topics with good examples.”
★ ★ ★ ★ ★

GIRISH VISHWANATH REDKAR

Manager - Commercial and Procurement Aditya Birla Sunlife

“Omid delivers excellent theory on purchasing and supply chain management. He provides a completely new look to proceed further we will definitely take this learning and apply it to our day to day work.”
★ ★ ★ ★ ★

DEEPAK SHARAN

Group Head (Contract) Tata Power Co. Ltd.

“Organized the event very well everything is placed with a good timing. Omid has the excellent communication skills and a unique way to explain complex problems and the case studiesmade easier to understand.”
★ ★ ★ ★ ★

GANESH ZAGADE

Manager, Fiat India Automobiles Pvt. Ltd.

“It was a fabulous seminar, had insights views on the supply chain and negotiation part. A well organized event, special thanks to Priyanka and Manya for the coordination, in spite of the unforeseen weather condition.”
★ ★ ★ ★ ★

CORPORATE DIRECTOR MATERIALS

Indian Hotels Co. Ltd

“Well done to Competitors View. The CGNE™ Certification carries immense value for senior procurement executives with highly useful tools being discussed. I definitely look forward to attend next upcoming capability building sessions by Competitors View.”
★ ★ ★ ★ ★

SR. MANAGER PROCUREMENT

University of Petroleum and Energy Studies

“Thanks Competitorsview for bringing out this unique type of training in India. This course has changed my thinking for purchase. The entire session was impressive and interesting. The speaker was very impressive and discussed lots of case studies which is very useful . Thanks for such a wonderful session.”
★ ★ ★ ★ ★

HEAD CENTRAL PROCUREMENT

Aditya Birla Retail Ltd

“Excellent knowledge of subject and case studies which was well placed to understand the negotiation skills. Theoretical and practical understanding which can be implemented. Also helped to understand, how to keep both buyers and suppliers in win/win situation. In spite of heavy rain in Mumbai the training was well organised and very supportive on-site staff at the venue.”
★ ★ ★ ★ ★

VP PROCUREMENT AND LOGISTICS

Century Ply boards Ltd

“The 2-day program content was very relevant, comprehensive and easy to understand. Presentation materials and case studies were very helpful in understanding the concept. The program was well organized and managed by Competitors View.”
★ ★ ★ ★ ★

SEKAR SIVARAMAKRISHNAN

DIRECTOR – IT INFRASTRUCTURE OPERATIONS | COGNIZANT TECHNOLOGY SOLUTIONS INDIA PRIVATE LIMITED

“Course topics were comprehensive and relevant to industry and market trends. Arrangements were good and agenda was strategic to the course. Team View was highly supportive and very professional.”
★ ★ ★ ★ ★

ANURADHA GANESH

ASSISTANT MANAGER – INDIRECT PROCUREMENT | COLPAL

“This course provided competitive edge with well-experienced faculty and well-designed content. Co-ordination and management of Team View was highly appreciable. Great job Competitors View!”
★ ★ ★ ★ ★

NJ JEESAN

DEPUTY MANAGER – PURCHASING | BMW

“A good learning experience with real time scenario demonstration and program had a good mix of listening and activities.”
★ ★ ★ ★ ★

ANSHU TIWARI

SR. MANAGER, CAPEX – INDIRECT MATERIALS | TATA MOTORS

“Program was more realistic and practical. Content was easy to understand and case studies and other supported materials were very helpful. Great learning experience!”
★ ★ ★ ★ ★

ALAGAPPAN K

SR. STRATEGIC SOURCING PROFESSIONAL | TARGET

“Comprehensive coverage and good arrangement. Supportive team and well-organized course.
Overall great experience.”
★ ★ ★ ★ ★

VIDYA NATH CHOPRA

VICE PRESIENT – CORPORATE PURCHASE | DLF LTD

ABOUT YOUR INSTRUCTOR

Makis Papapostolou, CGNE™, CPSCM™ is nearly 3-decade veteran of procurement, having served most of this period as a Chief Procurement Officer for many large global firms. Handpicked by the Center for Purchasing and Supply Chain Management CEO, Omid Ghamami, Makis is one of the most globally recognized thought leaders in the field of Purchasing and Negotiations.

Makis has 30+ years’ experience holding responsibility for $1B+ in annual expenditures. Strategically restructuring and leading procurement teams, Asset and Facility procurement management, strategic sourcing and stakeholder management, leading Cost Optimization programs that reduce OPEX and CAPEX, positively influencing the financial results while being responsible for tendering, negotiating and sourcing a wide range of categories of goods and services for Groups of companies geographically dispersed in a multitude of diverse industries leading their entire global corporate purchasing operations. Makis has led procurement teams across Lebara Group, ALUMIL Group, Capital Resources, Deutsche Telekom Group, VODAFONE SA and has worked across UK, Egypt, Dubai, Slovenia, Azerbaijan, Germany, Romania, Portugal and Greece. His diverse geographic, industry, and executive level background makes him one of the most sought after procurement transformation consultants in the world.

Makis holds a Masters of Philosophy (MPhil) and a Bachelor of Science (BSc) Degree in Mechanical Engineering from Imperial College London, is a certified CPSCM™ and CGNE™ Master Instructor, and is an esteemed board member on the CPO Innovation Group and The Center for Purchasing and Supply Chain Management Excellence.

ARE YOU READY TO STEP UP TO THE BIG LEAGUES?

Yes! I want to pursue the World’s Most Advanced, Flexible and Interactive Master Negotiation Training for Senior Executives – The Harvard University Approach & become a Certified Global Negotiation Executive™ and take my Organization to the pinnacle through World Class Negotiation Excellence.

I want to pursue the World’s Most Advanced, Flexible and Interactive Master Negotiation Training for Senior Executives – The Harvard University Approach & become a Certified Global Negotiation Executive™ and take my Organization to the pinnacle through World Class Negotiation Excellence.