Negotiation Training
This training equips procurement and commercial professionals with practical negotiation skills to secure better pricing, terms and agreements while maintaining strong supplier relationships.
Negotiation Training
This training equips procurement and commercial professionals with practical negotiation skills to secure better pricing, terms and agreements while maintaining strong supplier relationships.
Learn how to secure better pricing, terms and agreements
A commercially aware approach to negotiation should consider and build upon both the buy-side and sell-side perspectives of planning, preparing and developing a strategic supplier relationship. This is essential to avoid negotiating in a way that will ultimately erode value. In this learning programme, we examine the skills and structure of negotiation that are needed to build better trust, collaboration and long-term value for the business, for stakeholders and for a stronger supply chain.
Format: 4 online modules over 4, 90-min sessions.
Public training course cost (excluding tax):
North America: US$ 1,400
EMEA: £1,120
Asia Pacific: AUD$ 2,050
Cost is per person, including one-to-one coaching & materials.
An overview
Register your interest for this training course:
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The key themes and topics covered by this course are as follows:
Module 1: Mapping negotiable value.
Module 2: Planning and conducting strategic negotiations.
Module 3: Behavioural perspectives of negotiation, typical negotiation tactics and how to neutralise them.
Module 4: Delivering post-negotiation value.
Resources: To support the programme delivery, we provide accompanying reference materials and negotiation planning and value mapping templates.
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As a result of completing the training. Participants will be able to:
Map the multidimensional components of strategic negotiation by considering utility, time, risk, value creation, contractual and pricing components.
Describe how trust, collaborative behaviour and value are created within the negotiation context.
Undertake pre-negotiation research and identify sell-side negotiation drivers and objectives.
Plan and conduct negotiations that uncover the full value potential of a strategic supplier relationship.
Translate negotiated outcomes into effective contract, performance, risk and relationship management outcomes.
Identify and apply the behaviours that enable a collaborative and productive supplier relationship.
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To support the programme delivery, we provide accompanying reference materials and negotiation planning and value mapping templates.
Explore our training courses in practice
Explore our Training Courses in Practice
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Training course catalogue
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