Procurement Essentials - Negotiation
Course ID: 260928 0101 269ESH
Course Dates : 28/09/2026 Course Duration : 5 Studying Day/s Course Location: London, United Kingdom
Language: Bilingual
Course Category: Professional and CPD Training Programs
Course Subcategories:
Business Decision Making Commercial & Contract Management Executive Communication & Influence Governance & Compliance Leadership & Management Development
Course Certified By: ESHub CPD & LondonUni - Executive Management Training
* Professional Training and CPD Programs
Leading to:
Executive Diploma Certificate
Leading to:
Executive Mini Masters Certificate
Leading to
Executive Masters Certificate
Certification Will Be Issued:
From London, United Kingdom
Course Fees:
VAT varies by course location and participant nationality.
Pay in Full Now
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.
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.
Course 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.
Week 1
Day 1
Procurement Negotiation Fundamentals
- Understanding the role of negotiation in procurement
- Identifying key elements of successful supplier negotiations
- Linking negotiation outcomes with procurement objectives
Negotiation Preparation
- Developing a structured negotiation plan
- Defining objectives and success criteria
- Preparing negotiation positions and priorities
BATNA and Reservation Planning
- Understanding BATNA concepts
- Defining acceptable negotiation limits
- Preparing alternatives and fallback options
Day 2
Supplier and Market Analysis
- Analysing supplier capabilities and market conditions
- Using cost information to support negotiations
- Identifying supplier priorities and constraints
Building Negotiation Proposals
- Developing evidence-based proposals
- Presenting value-based arguments
- Supporting positions with relevant information
Negotiation Strategy Development
- Selecting appropriate negotiation approaches
- Planning negotiation stages
- Managing negotiation risks
Day 3
Running Negotiation Sessions
- Structuring effective negotiation meetings
- Managing opening discussions
- Using questioning techniques effectively
Concession Management
- Planning concession sequences
- Protecting commercial value
- Managing supplier expectations
Creating Negotiation Value
- Identifying mutual value opportunities
- Developing trade-off options
- Building package agreements
Day 4
Commercial Negotiation Techniques
- Managing pricing discussions
- Negotiating terms and conditions
- Balancing cost, risk and value
Agreement Development
- Translating outcomes into commercial terms
- Confirming responsibilities and commitments
- Ensuring implementation readiness
Managing Negotiation Challenges
- Handling difficult supplier positions
- Managing conflict during negotiations
- Maintaining professional relationships
Day 5
Negotiation Outcomes and Contract Alignment
- Reviewing negotiated outcomes
- Connecting agreements with contract requirements
- Supporting successful implementation
Improving Procurement Negotiation Capability
- Evaluating negotiation effectiveness
- Capturing lessons learned
- Developing repeatable negotiation practices
Review and Action Planning
- Reviewing procurement negotiation tools and frameworks
- Preparing a personal implementation or development plan
- Course review, feedback and implementation planning
