Negotiating for Procurement and Supply Chain Professionals

In this workshop, learners will learn how to prepare for, and conduct, a negotiation in a professional way. Learners will see how a well-prepared negotiation can substantially increase the chances of success, how to set realistic and achievable negotiation objectives and targets, and how to develop an effective negotiation strategy. The art of questioning, active listening and the use of tactics and different persuasion techniques is also explored.
As you work your way through this Module, you will realize that – unlike what many people think – good negotiation skills can be developed and improved and are not something we are born with. This workshop starts with essential negotiation elements then builds rapidly to advanced strategies that will change the way you approach negotiations. Throughout the major focus is on optimizing value through organizational supply chains.

• Identify negotiation opportunities
• Effectively plan team negotiations with stakeholders
• Understand the use of conditioning
• Recognize different negotiation types and behaviors
• Plan negotiation event and monitor progress during negotiation
• Effectively implement negotiation strategies
Course Objectives:
• There are two types of negotiating in procurement - tactical and strategic.
This course will show the difference and dive deeply into Tactical Negotiation.
• This course will provide participants with the tools, methods and concepts to undertake effective tactical negotiations.