Brainery Session: How to negotiate with procurement


Speaker: Tom Kinnaird

    • Learn more about the skills, habits and processes that differentiates great negotiators from the rest.
    • Be aware of the psychological biases that affect all negotiators and which makes negotiation a challenging skill to do well.
    • Build confidence in how to move negotiations from price to value.
    • Gain a better understanding the role, drivers and behaviours of procurement in clients
    • Better understand the games that procurement plays and how to negotiate well in competitive pitches.
    • Start to consider ways to build negotiation skills and change commercial behaviours in agencies.
  • Event link: Once registered, participants will receive a link prior to the event.
  • Price: Free and exclusive for EACA members

Biography - Tom Kinnaird

Founder and Managing Director of Kinnaird Negotiation which he started in 2017, Tom Kinnaird has been a procurement leader and professional negotiator for over 30 years. For 15 years, Tom was Chief Procurement Officer at WPP, the world’s largest communications services group, with annual revenues of close to $20 billion, where he was responsible for leading WPP’s global procurement team. While with WPP, Tom co-founded the Accord initiative, designed to uplift the negotiation, commercial and pricing skills of leadership teams and individuals across WPP’s highly complex world of multiple marketing communications agencies.

Now running his own negotiation training and coaching business, Tom works internationally to assist leaders with negotiation skills development, as well as coaching individuals and teams through complex and challenging negotiations.

Particular areas of interest include:

  • helping leaders to better understand Procurement in clients

  • promoting game-changing moves in negotiation

  • negotiation dynamics in competitive pitching

  • conflict resolution (internal and external)

  • exploring innovative ways of teaching negotiation

    embedding negotiation learning and behaviours into organisations

Tom has drawn throughout his career on real-life experience and collaborated extensively with leading academic experts and training partners in the field of negotiation.

Prior to joining WPP, Tom was on the Board of a specialist procurement consulting business, advising international blue chip clients on design and implementation of procurement change programmes. His early career was with SmithKline Beecham Pharmaceuticals (later, GlaxoSmithKline), working in development chemistry, manufacturing and procurement / supply chain.

ACC Hosted

  • Open to all
    • Junior
    • Senior
    • Account & Project mgt skills
  • ZOOM Meeting
  • 26.05.2021
  • 11:00 - 12:30

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