Course Details

This course is appropriate for a wide range of professionals but not limited to:

• Procurement professionals (senior buyers, category managers, sourcing leads)
• Contract and supplier relationship managers
• Supply chain and operations professionals engaged in supplier negotiations
• Legal, compliance, or finance personnel supporting procurement deals
• Project and program managers overseeing outsourced services or vendor partnerships

Recommended Experience: At least 2–3 years of experience in procurement or contract negotiation.

• Expert-led sessions with dynamic visual aids
• Comprehensive course manual to support practical application and reinforcement
• Interactive discussions addressing participants’ real-world projects and challenges
• Insightful case studies and proven best practices to enhance learning

By the end of this course, participants should be able to:

• Develop structured negotiation strategies aligned with procurement objectives.
• Analyze supplier cost structures and leverage data to influence negotiations.
• Apply advanced persuasion, behavioral, and emotional intelligence techniques.
• Manage multi-party, cross-cultural, and virtual negotiation dynamics.
• Mitigate legal, ethical, and reputational risks during negotiations.
• Draft and finalize commercial agreements that ensure compliance, performance, and value realization.

DAY 1

Strategic Negotiation Planning

• Welcome and introduction
• Pre-test
• The procurement negotiation lifecycle
• Strategic sourcing and its connection to negotiation outcomes
• Understanding stakeholder needs and aligning internal goals
• Power, leverage, and BATNA analysis in procurement
• Building negotiation plans and setting objectives
• Workshop

DAY 2

Financial and Analytical Negotiation Tools

• Cost structure analysis: TCO and should-cost modeling
• Value-based vs. price-based negotiation approaches
• Risk-adjusted pricing and supplier risk sharing
• Using procurement data to support negotiation arguments
• Case Study
• Exercise

DAY 3

Behavioral and Communication Strategies

• Key psychological principles in negotiation (anchoring, framing, reciprocity)
• Influence, persuasion, and rapport building
• Managing emotions and conflict in high-stakes discussions
• Body language and non-verbal cues in negotiations
• Role Play
• Feedback session: Personal negotiation styles and improvement areas

DAY 4

Complex and Cross-Cultural Negotiations

• Multi-party and team-based negotiation techniques
• Navigating virtual negotiations and digital platforms
• Cross-cultural communication: adapting to global supplier norms
• Legal and ethical challenges in procurement negotiations (anti-bribery, ESG)
• Exercise
• Debrief: Lessons learned and best practices in complex deals

DAY 5

Closing the Deal and Long-Term Value Management

• Securing commitment and formalizing negotiated agreements
• Key contract terms and conditions in procurement
• Service Level Agreements (SLAs), KPIs, and enforcement mechanisms
• Post-negotiation analysis and continuous improvement
• Final Negotiation Role Play: Full-cycle negotiation simulation
• Presentation of action plans and personal development goals
• Post-test
• Certificate ceremony