Total Cost of Ownership & Negotiations

Go beyond sticker price and master negotiation tactics that create lasting value

Workshop Overview

Uncover the true total cost of ownership in this intensive two-day workshop that goes far beyond sticker price. Learn to identify hidden costs across the entire procurement lifecycle, build defensible TCO models, and apply proven negotiation strategies that create win-win outcomes. Whether you're negotiating contracts worth thousands or millions, this workshop equips you with frameworks to structure deals that hold, tactics that preserve relationships, and analytical tools that reveal where real value lies. Walk away ready to negotiate with confidence and build supplier partnerships that deliver sustainable savings.

What You'll Learn

• Total Cost of Ownership Analysis: Build comprehensive TCO models that capture acquisition, operating, maintenance, disposal, and opportunity costs across the asset lifecycle
• Hidden Cost Identification: Uncover frequently overlooked expenses including downtime, training, integration, compliance, quality failures, and switching costs
• Strategic Negotiation Planning: Develop negotiation strategies based on power dynamics, relationship value, market conditions, and organizational priorities
• Win-Win Deal Structuring: Create value through creative term design, risk allocation, performance incentives, and multi-dimensional trade-offs beyond price
• Tactical Negotiation Techniques: Master anchoring, framing, silence, concession patterns, BATNA development, and handling difficult counterparties
• Relationship-Preserving Approaches: Balance assertiveness with collaboration to achieve favorable terms while maintaining long-term supplier partnerships

Who Should Attend

This workshop is designed for supply chain and procurement professionals who:

• Lead supplier negotiations for goods, services, or capital equipment
• Need to justify purchasing decisions based on total cost, not just price
• Manage contract renewals and want to achieve better commercial terms
• Evaluate competing proposals and require defensible selection criteria
• Want to improve their confidence and effectiveness at the negotiation table
• Seek to build collaborative supplier relationships that deliver mutual value

Workshop Deliverables

All participants will receive:

• Comprehensive TCO calculation templates and worksheets (Excel-based)
• Negotiation planning toolkit with checklists, frameworks, and templates
• Real-world case studies across manufacturing, services, and technology procurement
• Negotiation tactic reference guide with 25+ proven techniques
• BATNA development worksheet and alternative scenario planner
• Post-workshop coaching session (30 days after completion)
• Certificate of Completion (9 Professional Development Hours)
• Digital resource library with articles, research, and ongoing tools