Effective Negotiation Skills for Procurement and Contract Management

Who should attend?

This course is recommended for procurement and contract management staff likely to be involved in contract negotiation, supplier management and stakeholder negotiations. Those who would benefit from this training include:

• procurement personnel involved in negotiating contracts with supply organisations
• contract managers with a responsibility for managing supplier contracts
• managers of procurement and contract management personnel
• supplier personnel responsible for negotiating and managing contracts with customers

Key topics

Topics covered in this course include:

• introduction to negotiation
• negotiation preparation and information gathering
• power, influence and persuasion
• negotiation styles
• managing the negotiation process
• negotiation tactics
• negotiation process and closure

DURATION

5 day

CERTIFICATES

All delegates will receive a certificate on completion.

Skills gained

On completion of this Practical Negotiation Skills in Procurement and Contract Management course, delegates will be better able to:

• prepare for negotiations
• negotiate both commercially and operationally with suppliers and other contract stakeholders
• understand the interpersonal dynamics involved in managing and motivating suppliers
• adopt new approaches to influencing and negotiating with suppliers
• be confident in negotiating with supplier personnel
• optimise agreed supply contract terms
• establish and maintain sound business relationships with supplier personnel and organisations