Feb. 16 - Executive Education Offering:
Matching Negotiation Approach to Spend Characteristics

In this non-degree program, world-renowned negotiations expert Roy Lewicki will team with award-winning MBA professor John Gray to provide a course that tightly links insights from sourcing and procurement strategy to well-developed theory from negotiations. Professor Gray will kick off the program with the latest thinking on linking the supplier/vendor selection and management strategy to key characteristics of the spend. Professor Lewicki will then provide a basic introduction to the two most dominant approaches to negotiation – traditionally called transactional or win-lose negotiation, and relational or win-win negotiation. The assumptions, strategy and tactics of each approach will be reviewed, as skilled negotiators must be experienced in both approaches as well as several hybrid variations. Other topics may include the critical importance of preparation for negotiation, the dynamics of working in a negotiation team, and dealing with ‘difficult’ opponents. One or two imulated negotiations during the afternoon will illustrate these key points.

Location: Fisher College of Business | Mason Hall Rotunda
Time: 8 a.m. - 5 p.m.
Cost:  Non-members: 1-2 attendees - $895/person; 3+ attendees - $795/person

COE members: $795/person with discount code entered at checkout
(E-mail Matt at burns.701@osu.edu for code)

Read more and register

March. 9 - Executive Education Offering:
Beyond Total Cost of Ownership: Strategic Sourcing for Value

There are many types of strategic sourcing decisions that, in many cases, involve multiple relevant dimensions and are made under both uncertainty and risk. Some performance dimensions, like per-unit cost and shipping, are relatively easily measurable. Other performance dimensions, such as future innovation capability and responsiveness, are often more important than cost. But, these are much harder to assess in a sourcing decision.

In this one-day session, Prof. Gray takes participants through make vs. buy theories and the evolution of procurement decision making, leading to a new approach to sourcing decision making that addresses many of the challenges inherent in Total Cost of Ownership. This will be an interactive session, targeted toward sourcing, procurement, purchasing, and supply chain managers. General managers will also benefit from the insights.

Location: Fisher College of Business | Mason Hall Rotunda
Time: 8 a.m. - 5 p.m.
Cost:  Non-members: 1-2 attendees - $895/person; 3+ attendees - $795/person

COE members: $795/person with discount code entered at checkout
(E-mail Matt at burns.701@osu.edu for code)

Read more and register

April 10-12 - Leading Through Excellence: COE Summit 2018
Fawcett Center, Columbus, OH

summit banner

Committing to improving processes and building a problem-solving culture at your organization takes dedication and resources, but hitting the "pause" button and being exposed to new ideas is critical. COE offers this opportunity with its annual summit, a deep dive into operational excellence best practices and industry leading research. Leading Through Excellence in 2018 will feature nearly 20 workshops and tours, 25 breakout sessions and three dynamic keynotes - all centered on helping you and your team develop your leadership and problem-solving skills.

Registration is now open for center members and non-members ...

Read more and register ...

Save the Date ...

  • March 23: Supply Chain Symposium - Supply Chain 2030
  • May 23: Women's Leadership Forum
  • June 27: Summer Session, Part I
  • Aug. 8: Summer Session, Part II
  • Sept. 14: Professional Development Meeting