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Advanced Negotiation (L5M15)

Module Purpose

On completion of this module learners will be able to examine the key stages of the negotiation process and the influence of relationships and ethics on the process. They will also assess the methods and behavioural factors which can influence others.

Module aim(s)

Those involved in procurement and supply activity will create and manage formal agreements which will be critical to organisational success. Part of the developmental process for such agreements will rely upon effective negotiations with stakeholders and/or suppliers and also the ability to influence the individuals and groups involved. This module is designed for those managers who may be faced with preparing for and completing negotiations.

Next steps

Starting a CIPS qualification programme means you will join the largest institute in the world for those working in procurement and supply. You can join as a student member online today. Once joined you can book your examinations online

Key Module Details

Icon showing the letters CR, with CONSTRUCTED RESPONSE EXAM written below the green-bordered circle.

Icon showing the letters OR, with OBJECTIVE RESPONSE EXAM written below the green-bordered circle.

Icon showing the number 1.5 and the word HOURS, with EXAM DURATION HOURS written below the green-bordered circle.

Icon showing the number 60 and the word HOURS, with MODULE LEARNING TIME written below the green-bordered circle.

Icon showing the number 6 and the word CREDITS inside a green-bordered circle.

Icon showing the number 46 and the word QUESTIONS, with IN THIS EXAM written below the green-bordered circle.

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Learning outcomes, assessment criteria and indicative content

1.1 Analyse pre-negotiation and the associated preparation that should be made

1.1.1Who is to negotiate – team vs. individual – advantages vs. disadvantages
1.1.2The venue, intelligence gathering, clear objectives, strategy and tactics, rehearsal
1.1.3Negotiation agenda – advantages vs. disadvantages

1.2 Examine negotiation and the associated strategies, tools and techniques

1.2.1Specialist tools of negotiation
1.2.2Framing an agenda
1.2.3Questions to elicit information and apply pressure
1.2.4Concessions to secure movement
1.2.5Reciprocated concessions
1.2.6Understanding the personalities of one’s opponents and their motivational drivers
1.2.7Deadlocked negotiations
1.2.8The effects of lengthy negotiations, tiredness and concentration
1.2.9Concluding the negotiation, planning, agreements, benefits and value added

1.3 Examine post-negotiation actions

1.3.1Clear agreements
1.3.2Selling the agreements to stakeholders
1.3.3Implementing agreements, planning, contracts, joint implementation teams, performance reviews and continuous improvement
1.3.4Establish monitoring procedures

2.1 Assess the changing relationships within the negotiation process

2.1.1Honesty and working relationships
2.1.2Build mutual trust
2.1.3Assess the situation
2.1.4Place negotiation in the long-term context

2.2 Analyse ethics and its influence on the negotiation process

2.2.1Positional negotiation
2.2.2Principled negotiation
2.2.3Separate the people from the problem
2.2.4Identify options for mutual gain – win-win
2.2.5Sharing of information and data
2.2.6Cultural factors
2.2.7Bribery, corruption and fraud

3.1 Assess methods to influence individuals and groups

3.1.1Building networks of trust and influence
3.1.2Creating alliances
3.1.3Identifying and dealing with conflict and resistance
3.1.4Managing ambiguity and uncertainty

3.2 Assess the behavioural factors that might influence individuals

3.2.1Attitudes and responses
3.2.2Motivation
3.2.3Groups vs. informal organisations
3.2.4Leadership style and systems management
3.2.5Consultation and participation
3.2.6Empowerment
3.2.7Organisational structure

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Four core modules make up 42 of the required credits for this qualification, choose three elective modules to make up the 18 remaining credits