Comprehensive Training in Mastering Procurement Negotiation

 Course Overview

Effective procurement negotiation will teach participants the importance and purpose of negotiations, and they will work through the entire negotiation process from beginning to end. Learn the top negotiators' skills and tactics, as well as the sources of power and negotiating styles available. This course teaches participants advanced negotiation tactics that are specifically geared to procurement situations, emphasizing on strategies that optimize value while encouraging supplier participation. From understanding market dynamics to developing win-win agreements, this program guarantees that participants learn the skills they need to survive in the complicated procurement industry.

Course Objectives
By the end of this training program, participants will be able to:

• Learn when you should and should not negotiate
• Learn the importance of planning and useful tools to improve your success: e.g. Setting Specific Objectives, MDOs, LAAs, and BANTA
• Recognize positions & interests, wants & needs, tactics and how to give concessions

• Handle difficult negotiations with ease and resolve conflicts while maintaining professionalism.
• Analyze procurement costs and risks to negotiate better terms.
• Build stronger supplier relationships through ethical and transparent negotiations.

Course Outline
The course is designed to cover essential areas of procurement negotiation through a combination of theoretical learning and hands-on practice. The modules include:

• Introduction to Procurement Negotiation: Fundamentals of negotiation in procurement, understanding key drivers.
• Supplier Analysis and Market Insights: Using data and insights to influence negotiations.
• Negotiation Planning and Strategy Development: Crafting customized negotiation plans.
• Ethical Negotiations: Ensuring transparency, fairness, and long-term supplier relationships.
• Handling Difficult Negotiations: Techniques for managing high-pressure and challenging negotiations.
• Real-World Case Studies: Practical application through interactive role-plays and case studies.

Target Group
This course is ideal for professionals involved in procurement, supply chain management, and purchasing, including:

• Procurement Managers and Officers
• Supply Chain and Logistics Managers
• Purchasing Specialists
• Operations Managers
• Contract Negotiators
• Anyone interested in improving their procurement negotiation skills

Program Cost
This procurement negotiation program is available in two options:

• 5-day course: €3700
• 10-day course: €6500

The course is available on various dates throughout the year, with the flexibility to arrange custom dates upon request to meet your specific organizational needs.

Organizers
The Geneva Institute of Business Management organizes this course with its partners across Europe.