Negotiation is integral to successfully managing stakeholder relationships, optimising supplier contract terms and influencing suppliers. Achieving organisational objectives requires a sound approach to procurement and contract management and the effective use of influencing, persuasion and negotiation skills to change attitude, persuade others to our opinions and agree on both the desired commercial and operational outcomes. These skills are essential for agreeing contractual arrangements at the outset and then managing both commercial and operational issues during the implementation, management and review phases of the contract life-cycle.

This 1-day Practical Negotiation Skills training course is designed to equip those in procurement and contract management roles with an understanding of key negotiation tools and techniques.  Delegates will practice the approaches learnt within workshops and role-plays to gain constructive feedback, build confidence and further optimise their negotiation skills prior to applying these within their roles to negotiate with stakeholders, secure optimised supply contract terms and enhance business relationships.

  • Introduction to negotiation
  • Negotiation preparation and information gathering
  • Power, influence and persuasion
  • Negotiation Styles
  • Managing the negotiation process
  • Negotiation tactics
  • The negotiation process and closure

This course is recommended for Procurement and Contract Management staff involved in, or due to be involved in, contract negotiation, supplier management and stakeholder negotiations including:

  • Procurement personnel involved in negotiating contracts with supply organisations
  • Contract Managers with a responsibility for managing supplier contracts
  • Managers of procurement and contract management personnel
  • Supplier personnel responsible for negotiating and managing contracts with customers

On completion of this Practical Negotiation in Procurement and Contract Management course, delegates will be better able to:

  • Prepare for negotiations
  • Negotiate both commercially and operationally with suppliers and other contract stakeholders
  • Understand the interpersonal dynamics involved in managing and motivating suppliers
  • Adopt new approaches to influencing and negotiating with suppliers
  • Be confident in negotiating with supplier personnel
  • Optimise agreed supply contract terms
  • Establish and maintain sound business relationships with supplier personnel and organisations

This course or the case study can be readily customised to enable client-specific scenarios and challenges to be incorporated into course materials and delivery. The course, which can take place at your preferred location, can also be tailored based on your employee’s level of expertise.

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