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Negotiations Institute

Negotiations Institute

This workshop is designed to help procurement professionals understand the negotiation process while learning strategies for analysis, develop decision making processes, and define methods for negotiations.



Negotiation skills are critical throughout all aspects of colleges and universities especially in creating value for your department. Competition for resources, space, funding, equipment, and opportunities require techniques for successful negotiation. This workshop is designed to help procurement professionals understand the negotiation process while learning strategies for analysis, develop decision making processes, and define methods for negotiations. You will learn how to define interests, set priorities, and develop mutually beneficial strategies for all parties.

Expected Outcomes 

  • Learn business interactions that involve negotiation and understand the many negotiation styles and strategies available to you to improve business relationships and outcomes
  • Develop and practice techniques and skills to enhance your understanding of potential negotiated outcomes including ability to chart decision points, alternate solutions, and exit strategies
  • Refine your understanding of positions, strength/weakness, and win/win tactics to improve outcomes in a shared governance model like higher education
  • Understand elements of agreement, contract, and implementation
  • Build a network of colleagues who have similar roles and responsibilities and who face many of the same challenges and opportunities

Key Take Aways

  • Improved approach to professional and personal interactions that involve negotiation and give and take 
  • Toolkit for common interactions that involve everyday negotiation—personnel issues, budget/resource requests 
  • Understanding of common pitfalls in negotiations and how to mitigate those pitfalls 

Certification Hours

Attendees at this event will earn 13.50 hours of continuing education. These hours may be applied toward ISM's C.P.M. / CPSM / CPSD recertification and/or A.P.P. re-accreditation, or UPPCC's CPPO/CPPB certification or recertification program requirements.

Who Should Attend 

This workshop is designed for higher education professionals responsible for business administration in a college, division, department or other units including central administration. Individuals who regularly negotiate both internally for resources across campus and externally with third parties will gain perspective and strategies that will support needs of high-er education officers. 



Nichol Luoma, Associate Vice President of University Business Services, Sustainability Operations Officer and Chief Procurement Officer, Arizona State University

Nichol is the Associate Vice President of University Business Services, Sustainability Operations Officer and Chief Procurement Officer for Arizona State University. In 2016 under her leadership, ASU earned the National Procurement Institute’s Achievement of Excellence in Procurement award for the eighth consecutive year. She serves as Executive Vice President of the National Association of Educational Procurement and has over 17 years of supply chain experience. Nichol holds the Project Management Professional (PMP) credential; earned her Master’s in Business Administration from Duke University, graduating Summa Cum Laude, where she was honored as a Fuqua Scholar; and, is an alumni of ASU where she graduated Summa Cum Laude with a Bachelor’s degree in Supply Chain Management and was selected as the WP Carey Outstanding Graduating Senior.



Kathleen Prunty, Director Procurement & Support Services,  California State Polytechnic University Pomona

Kathleen Prunty has served as the Director Procurement & Support Services for California State Polytechnic University Pomona since 2007.  The Cal Poly Pomona team has been recognized the past eleven years for Achievements of Excellence in Procurement by the National Procurement Institute and in 2015 received the Collaborative Innovation Award from California Public Higher Education Leadership.  She currently serves WACUBO on the Professional Workshops Development Committee and Marketing Committee and previously has served as president of the Procurement & Support Services Officers Association.  Prior to higher education she worked in material handling and logistics as a sales manager and general business manager.  



Register for the 2017 Negotiations Institute

Registration for 1 person only

2-for-1 Registration Special

NOTE: Send two people from your organization to either the Negotiations or Facilities Institutes and pay the standard rate for that particular event for one person to attend.

If you are sending one person to the Negotiations Institute and one to the Facilities Institutes, the registration rate for the Facilities Institute will be applied.

For more information please contact Sarah Nicewarner at (443) 219-3632

NAEP National Office, 8840 Stanford Boulevard, Suite 2000, Columbia, MD 21045
Tel: 443.543.5540 • Fax: 443.219.9687

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