Interactive Virtual Learning Module

Procurement Negotiation Masterclass

Our Procurement Negotiation Masterclass is aimed at category managers, supplier managers, contract managers and the managers of these groups. Experience of negotiation at a practitioner level is recommended.

In this module, delegates will understand:

  • How the Kraljic matrix influences negotiations
  • How to approach challenging negotiations
  • What is a strategic negotiation
  • How to create a negotiation strategy
  • What is the role of stakeholders
  • Different approaches to adopt within negotiations

On completion of the module, delegates will have practiced several key techniques to help:

  • Analyse the approach to specific negotiations
  • Understand their own styles and to reflect on those styles
  • Integrate value lever delivery into negotiations
  • Develop the use of hypotheses in negotiations
  • Decide on the tactics to use in a negotiation
  • Optimise the use of supplier conditioning

This 4-part module can be delivered on consecutive days or over a more extended period providing just in time learning. For some of our clients, a coaching program is offered alongside the module to embed good practice further.

Interactive Virtual Learning Modules


Part 1 - Negotiation in the Procurement Space  - 3 hours

Session 1:
Negotiating in the Quadrants
Session 2:
Specific Negotiation Challenges

Part 2 - Negotiation Strategy           - 3 hours

Session 3:
Strategic Negotiation
Session 4:
The Negotiation Strategy

Part 3 - Stakeholders in Negotiations  - 3 hours

Session 5:
Stakeholders and Their Roles
Session 6:
Engaging Stakeholders in Negotiation                     

Part 4 - Styles and Approaches  - 3 hours

Session 7:
Individual Styles and Tactics
Session 8:
Putting It All Together