Course Information

Introduction

Negotiation determines the commercial outcome of procurement. This five-day course teaches practical methods to plan, run and close supplier negotiations. Participants practise realistic scenarios, get targeted feedback and leave with repeatable tools. The focus is on achieving better prices, lower risk and agreements that can be implemented.

Objectives

1. Prepare a negotiation plan with clear objectives, BATNA, reservation price and measurable success criteria.
2. Use cost, market and supplier analysis to build and defend proposals.
3. Lead negotiation sessions using structured openings, effective questioning, and controlled concession sequencing.
4. Create value through trade-offs and package deals while protecting total contract margin.
5. Convert negotiated outcomes into clear commercial terms, implementation steps and contract clauses.

Who Should Attend?

Procurement Managers
Category Managers
Strategic Sourcing Specialists
Contract Managers
Senior Buyers / Commercial Buyers

Training Method

• Pre-assessment
• Live group instruction
• Use of real-world examples, case studies and exercises
• Interactive participation and discussion
• Power point presentation, LCD and flip chart
• Group activities and tests
• Post-assessment
If Applicable:
• Each participant receives a 7” Tablet containing a copy of the presentation, slides and handouts

Program Support

This program is supported by:
* Interactive discussions
* Role-play
* Case studies and highlight the techniques available to the participants.

Daily Agenda

Daily Schedule (Monday to Friday)
- 09:00 AM – 10:30 AM Technical Session 1
- 10:30 AM – 12:00 PM Technical Session 2
- 12:00 PM – 01:00 PM Technical Session 3
- 01:00 PM – 02:00 PM Lunch Break (If Applicable)
- Participants are expected to engage in guided self-study, reading, or personal reflection on the day’s content. This contributes toward the CPD accreditation and deepens conceptual understanding.
- 02:00 PM – 04:00 PM Self-Study & Reflection

Please Note:
- All training sessions are conducted from Monday to Friday, following the standard working week observed in the United Kingdom and European Union. Saturday and Sunday are official weekends and are not counted as part of the course duration.
- Coffee and refreshments are available on a floating basis throughout the morning. Participants may help themselves at their convenience to ensure an uninterrupted learning experience Provided if applicable and subject to course delivery arrangements.
- Lunch Provided if applicable and subject to course delivery arrangements.