Interactive Virtual Learning Module

Procurement Negotiation Practitioner

Our Procurement Negotiation Practitioner module is aimed both at new category managers, established category managers and procurement professionals.

In this module, delegates will understand:

  • How preparation and planning optimise negotiation outcomes
  • The critical role of the lead negotiator
  • The impact that personality has in negotiations
  • How the suppliers needs and wants influence a negotiation
  • How to maximise the outcomes from a negotiation

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

  • Establish the links between business requirements and the areas being negotiated
  • Analyse how our own personality can affect a negotiation
  • Use project management techniques to optimise internal alignment
  • Understand the different approaches which can be used in any negotiation
  • Identify opportunities within their own negotiations

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 - Context of a Negotiation  - 3 hours

Session 1:
Introduction to Negotiation
Session 2:
Negotiation Charter

Part 2 - Negotiation  - 3 hours

Session 3:
The Negotiables
Session 4:
Style of Negotiation

Part 3 - Negotiation Strategy  - 3 hours

Session 5:
The Negotiation Strategy
Session 6:
Planning, Tactics and Follow-up

Part 4 - Using it all in Practice  - 3 hours

Session 7:
Individual Styles and Tactics
Session 8:
Role Play Case Study