Business Negotiations: Learn B2B Negotiating from a Global Authority

5-Star Rated Negotiation Trainer Mike Inman: A unique dual “outlier” (Gladwell’s Outliers), since 2010 Mike has accumulated over 10,000 hours training more than 7,000 B2B negotiations on 6 continents in over 30 countries. Previously, he amassed more than 10,000 hours negotiating over 500 commercial deals (RFPs) totaling in excess of $1B for F500 companies in both procurement and sales roles where he was promoted by every employer – attributed largely to the favorable outcomes of those negotiations.

As such, he’s a frequent podcast guest, studied by leading university academics internationally and considered a go-to global authority on business negotiations. Mike is especially well qualified to present real-world examples and in-depth analysis to any discussion. That includes first-hand experience working in industries including manufacturing, defense, airlines, technology, publishing, and gaming/hospitality. Additionally, Mike has successfully closed deals with people ranging from entry to C-level, and from commodities to strategic relationships. He recently added judging university level negotiation competitions to his CV.

Mike Inman business negotiation trainer

Mike Inman, Managing Partner

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What People Who Attended Mike’s Workshops Say:

“Mike Inman is one of the most innovative thinkers I have come across in the field of strategic sourcing and supply chain management. His win-win approach to negotiating, his willingness to think out of the box and his keen analytical mind played a critical role in driving economic value for the company at an extremely challenging time for the gaming resort industry and its vendor ecosystem.”

Aldo Manzini, former EVP & CAO of MGM Resorts

SVP Strategic Planning for Disney

Trained in Business Negotiations and Change Management

While spending 15 years at leading Fortune 500 companies as a professional business negotiator, Mike received ongoing training throughout his career. Additionally, he continued his academic education through corporate and personal investments at some of the world’s leading academic institutions, including:

  • MIT Massachusetts Institute of Technology, Sloan School of Management: Negotiations for Executives
  • Harvard Business School, Executive Education Programs: Negotiations, Change Management, Finance
  • Northwestern University, Kellogg School of Management: Executive Education Program: Lean Operations
  • University of Southern California (USC) Viterbi School of Engineering, BS, Aerospace Engineering

B2B Negotiation Trainer Mike Inman: Career Highlights

Being responsible for over $2 billion in spend and consistently delivering value through negotiating a variety of complex, strategic deals throughout his career has enabled Mike to be recognized by his management, peers, teammates, as well as counterparts as a leader in the realm of real-world professional negotiations. He brings an understanding of what’s on the other side’s sheet of paper through broad and deep sales and purchasing experience that includes every level (from individual contributor to C-level) in categories that span direct & indirect, products & services, and capital & operating expenses.

  • MGM Resorts International ($2B responsibility) — Head of Global Procurement (1 of 3 reporting to CAO). Responsible for the strategic sourcing of Food & Beverage, IT, Marketing, Travel, Consulting, and HR initiatives.
  • IAC/InterActiveCorp ($1B responsibility) — Senior Vice President (SVP) of Procurement & Production. Built the 1st cross company functional team, Strategic Sourcing. Generated $100M in cost reduction and improved value in the first year primarily through negotiations.
  • American Airlines ($400M responsibility, formerly America West Airlines) — Director of eProcurement, promoted to Director of Indirect Purchasing. Both reverse auction and in-person negotiation experience.
  • General Motors ($300M responsibility, including Raytheon and PointGlobal) — Member of LDP (Leadership Development Program), promoted from Buyer to Manager to Director in purchasing and supply chain positions managing a global manufacturing base.
  • Kenmar ($80M responsibility) — Sales Manager for engineered OEM automotive products from Australia, Brazil, and Italy to Chrysler, Ford, and GM.

Family & Interests

Mike especially enjoys spending time with his family, traveling internationally, critical thinking exercises, and playing beach volleyball.

Read and see more from Mike on our Blog.

Mike Inman business negotiation trainer

Mike Inman, Managing Partner

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What People Who Have Negotiated with Mike Say:

Mike Inman: Podcast Guest

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