Negotiations: The not-so-soft skill
Price is not the most important factor in a negotiation, especially during these unprecedented times. Discuss best tactics and skills for effective negotiations that you and your procurement team can apply immediately.
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Mark Raffan is an entrepreneur, procurement veteran, podcast host, speaker, and a recognized negotiation expert. Mark has led c-suite negotiations for many years for a variety of companies and industries. Now running his own practice, Mark utilizes his extensive speaking experience to deliver engaging, usable, and market-relevant training to an under-served market.
Chad is currently the Chief Procurement Officer at Humana, which includes procurement, accounts payable, supplier diversity, print, and contracting for indirect spend. Previously, Chad worked at McKesson Corp., where he served in procurement leadership roles since 2014. There, he was directly involved in process redesign, rolling out a category management framework, establishing procurement strategy, leading digital transformation, and developing talent. Prior to McKesson, he has held leadership roles at Accenture, IBM, Pfizer, and Delta.
Tarek Alaruri is the COO and Co-Founder of Fairmarkit, the intelligent sourcing platform. Prior to co-founding Fairmarkit, he started his career in sales at a logistics company. Despite his success that landed him in the President’s Club, he wanted to be intellectually stimulated and moved on to Turbonomic (formerly VMTurbo) where he led a sales team. While at Turbonomic, he met his Co-Founder, Kevin Frechette, and the rest is history.
