LEARNING OUTCOMES:

• Understand the role of Negotiation in Procurement.
• Prepare and plan for negotiations effectively.
• Communicate persuasively and manage emotions during negotiations.
• Use different negotiation techniques and resolve conflicts.
• Understand and negotiate contract terms and conditions.
• Incorporate ethical and sustainable considerations in negotiations.
• Handle difficult situations and draft contracts.
• Practice and apply negotiation skills through simulations and role-playing.

COURSE OVERVIEW & CONTENT:

“The key to successful procurement negotiations is to create a win-win outcome, not just for yourself but also for the supplier and the organization.”

Effective Negotiation Skills are critical for Procurement Professionals as they are responsible for sourcing and purchasing goods and services at the best possible price, while also ensuring quality and meeting the needs of the organization. Negotiations play a key role in this process, from identifying and understanding the needs of the organization, to researching and analyzing the other party, to drafting and implementing contracts.

The Negotiation Skills for Procurement Professionals training course can provide several benefits for procurement staff and the organization. The training will teach participants how to prepare and plan for negotiations, how to communicate and influence effectively, and how to use different negotiation styles and techniques.

Negotiation Skills for Procurement Professionals program is an essential investment for procurement staff and organizations, as it can help to improve the efficiency and effectiveness of the procurement process, to secure better deals and terms, to build stronger relationships with suppliers and other stakeholders, and to align the organization’s values and objectives with the procurement process.

Introduction

• The Procurement Process
• The Role of Negotiation Skills
• The Different Types of Negotiations and their Importance in Procurement

Preparation and Planning

• Identifying and Understanding Your Negotiation Goals
• Researching and Analyzing the other Party and their Interests
• Preparing a Negotiation Strategy and Action Plan

Communication and Influencing Techniques

• Active Listening and Effective Questioning Techniques
• Communicating Persuasively and Confidently
• Taking the ‘Ego’ Out of N’ego’tiation
• Non-Verbal Communication
• Understanding and Managing Emotions in Negotiation
• Building Trust and Rapport

Negotiation Styles and Techniques

• Understanding and Recognizing Different Negotiation Styles
• The Distinction Between Adversarial & Collaborative Negotiations
• ‘Don’ts’ In Negotiation
• Understanding that Conflict is a Part of Negotiation
• Managing and Resolving Conflicts
• Handling Difficult Situations and People

Contract Negotiations

• Understanding the Legal and Contractual Aspects of Procurement
• Negotiating Terms and Conditions
• Reviewing and Drafting Contracts
• Managing and Implementing Contracts

Ethics in Negotiations

• Understanding the Importance of Ethical Behavior in Procurement Negotiations
• Identifying and Addressing Ethical Dilemmas

Simulation and Role-playing

• Practicing and Applying Negotiation Skills through Simulated Scenarios
• Analyzing and Discussing the Simulation Outcomes and Feedback
• Refining and Improving Negotiation Skills Through Role-Playing