LinkedIn Live: How Great Negotiation Is a Critical Success Factor for Procurement

LinkedIn Live: How Great Negotiation Is a Critical Success Factor for Procurement with John Viner-Smith

Procurement has evolved from a cost-control function to a strategic driver of value, innovation, and resilience. At the core of this transformation lies one key capability: great negotiation. This LinkedIn Live explores how mastering negotiation directly impacts supplier performance, risk management, and long-term business outcomes.

Join experts John Viner-Smith and Giuseppe Conti as they unpack the specific negotiation skills and strategies that empower procurement teams to thrive in today’s complex environment. This session will offer practical insights to strengthen your impact, build value-driven partnerships, and elevate procurement’s role within the organization.

Your Hosts:

John Viner-Smith
John is a commercial leader with over 30 years experience in industry and consulting. Following an early career in aircraft leasing, John gained his masters in International Procurement from Bordeaux Business School in 2003 and went on to senior procurement roles at JPMorgan Chase and BP before moving into consulting with AT Kearney and Deloitte.
John has been focused on commercial negotiation since 2011. He was a partner at The Gap Partnership and co-founder of Amplius Partners before founding Reciprocal Consulting in 2023 to work more consultatively with clients around the world.

Prof. Giuseppe Conti
Giuseppe Conti is the founder of CABL (www.cabl.ch), a firm that offers a range of customized training in the field of negotiation, influencing, and related areas.
Since 2005, Giuseppe has been an award-winning Lecturer, recognized for his lively and interactive training workshops across leading business schools in three continents.
In 2019, he has become a Professor in Negotiation & Influencing. Giuseppe regularly runs workshops in four continents: over 145 different countries have attended his workshops.
In 2025, he was ranked #1 among the Top 30 Global Guru for Negotiation
Giuseppe is also a seasoned negotiator combining academic content with over 25 years of practitioner experience within blue-chip multinationals