Procurement Negotiation Training & Certification
You will learn
With our procurement negotiation training course, you’ll learn the need and purpose for negotiations, and you’ll work through the negotiation process from start to finish. Learn the techniques and tactics used by the best negotiators and explore the sources of powers and different styles of negotiation that can be adopted.
By the end of the training, you’ll be able to:
- Recognise the steps contained within a negotiation process
- Plan and prepare for a negotiation
- Understand and apply different styles of negotiation
- Identify and use a range of techniques and tactics throughout the negotiation process
- Explain the sources of power in commercial negotiations
- Apply learning through negotiation role-play
Suitable for the following roles
- Operational Buyer
- Procurement Analyst
- Buyer
- Senior Buyer
- Contract Manager
- Category Manager
- Procurement Manager
- Support Manager
- Quality Assurance Manager
Book a course for your team
To book an individual place on a course, click here.
Or if you're interested in learning more about how we can help enhance your teams' capability, fill out your details below and we'll be in touch to let you know how CIPS Procurement Skills Training can help your team.
Procurement negotiation training agenda:
Session 1 – What is negotiation
- Negotiation process
- Stakeholder analysis
Session 2 – Preparation and planning phase
- Setting objectives and variables
- BATNA and ZOPA
Session 3 – Interaction phase
- Open, test, move, agree
- Negotiation techniques and tactics
Session 4 – Post negotiation phase
- Implementing and monitoring the agreement
Session 5 – Sources of powers in commercial negotiations
- Use of power in negotiation
Session 6 – Approaches to negotiation
- Negotiation styles
- Supplier relationships
Session 7 – Negotiation skills
- Question styles
Session 8 – Role play
- Validation and achievement