Purchasing and Contract Negotiation: Negotiating for Profit, Strategy & Legal Agreements


This is a full-venue event. Training tools, Certificates and refreshments will be provided. Should you be interested in the online version or your in-house delivery? Please contact us.





The aim is on arriving at ‘win-win’ solutions, rather than negotiating to win at all costs. This course is specifically designed for candidates who are involved in supplier negotiations for goods and services.

Learning Objectives:

  • Participants will be able to recognise the importance of negotiation to close profitable deals and maintain long-term relationships
  • Recognise partnership and adversarial negotiation styles and the advantages/disadvantages of both.
  • Negotiate from a position of partnership, not competition
  • Identify and practise successful business negotiating skills
  • Identify strengths and weaknesses as a business negotiator
  • Understand different types of buyer behaviour
  • Learn to recognise negotiating tactics and stances
  • Be able to apply a new and proven structure to business negotiations
  • Prepare and present a proposal at a final business negotiation stage
  • Project confidence and exercise assertiveness in business negotiation situations

Course Content:

  • Introduction: Planning the Negotiation Process
  • Negotiation for Procurement
  • Procurement – Tendering, Evaluating and Awarding Contracts
  • Contracts & Dispute Resolution – “Deep Dive”
  • The collaborative and competitive schools
  • The different types of negotiation techniques
  • Using the MBTI as a negotiation support tool
  • Implementing the Negotiation strategy
  • Post Negotiation – Financial Close and beyond.

Event Details

NOTE: For our customised events all you need to do is provide us with what you want to achieve or tell us about the training requirements of the group and we will agree on a date, venue and produce a course proposal for you along with the costs. Discounts may be applicable for group booking or early birds.

Start date: 9 December 2024

End date: 13 December 2024

Start time: 09:00 BST

End time: 17:00 BST

Venue: London, UK

Phone: +44 1582 414 144

Email: admin@prospectsds.com

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