Strategic Negotiation for Procurement and Sourcing Professionals

From $5250 per attendee

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Course Information

  • Course Content
  • Course Description
  • Course Objectives
  • Who Should Attend
  • CPD Unit

Course Content

Day 1
Foundations of Strategic Negotiation
• Introduction to negotiation in procurement and sourcing
• Understanding negotiation styles and behaviours
• Principles of international commercial negotiation
• Preparation and planning for successful negotiations
• Understanding value drivers in supplier contracts
• Stakeholder analysis and negotiation objectives
• Case exercise: Preparing for a procurement negotiation

Day 2
Procurement Negotiation Strategies
• Strategic sourcing and negotiation alignment
• Cost breakdown analysis and price negotiation
• Negotiating service levels and delivery terms
• Supplier leverage and power dynamics
• Competitive bidding and negotiation positioning
• Negotiation frameworks used in global procurement
• Practical exercise: Negotiating with suppliers

Day 3
Contract and Commercial Negotiations
• Negotiating contract structures and key clauses
• Risk allocation and liability negotiation
• Managing complex negotiations in equipment and service contracts
• Negotiation tactics used by suppliers
• Handling difficult negotiation situations
• Managing multi-party negotiations
• Simulation: Commercial contract negotiation

Day 4
Advanced Negotiation Techniques
• Advanced negotiation tactics and counter‑tactics
• Cross-cultural negotiation considerations
• Managing deadlocks and negotiation impasses
• Collaborative vs competitive negotiation strategies
• Building long-term supplier partnerships
• Negotiation psychology and behavioural dynamics
• Group negotiation simulation and review

Day 5
Practical Negotiation Simulations & Action Planning
• Full negotiation simulation exercises
• Team negotiation scenarios across procurement categories
• Feedback and performance analysis
• Developing negotiation playbooks for procurement teams
• Action planning for applying negotiation strategies
• Building a negotiation culture within procurement organisations
• Programme review and key takeaways

Course Description

Strategic Negotiation for Procurement and Sourcing Professionals Course

This five-day programme is designed to equip procurement and sourcing professionals with advanced negotiation skills required to manage complex supplier relationships across global supply chains. The course focuses on practical negotiation strategies, commercial awareness, and international best practices relevant to procurement teams handling chemicals, field equipment & services, manufacturing, and logistics contracts. Participants will develop the ability to prepare, structure, and execute negotiations that deliver cost optimisation, improved contract terms, and long-term supplier value.

Course Objectives

• Understand international negotiation frameworks used in procurement and sourcing
• Improve preparation and planning for supplier negotiations
• Develop strategies for negotiating pricing, service levels, and contract terms
• Strengthen supplier relationship management and long-term partnership outcomes
• Apply negotiation techniques through practical exercises and simulations

Who Should Attend

Procurement Managers, Strategic Sourcing Specialists, Category Managers, Supply Chain Professionals, Contract Managers, Vendor Management Teams, and Commercial Managers responsible for supplier negotiations.

CPD Unit

Continuing Professional Development

35 HOURS CPD