NEGOTIATION SKILLS FOR COST-EFFECTIVE PROCUREMENT & CONTRACTS
Maximize Value, Minimize Risk, and Strengthen Supplier Relationships through Strategic Negotiation
Course Schedule
| Date | Venue | Fees (Face-to-Face) |
|---|---|---|
| 03 – 06 Feb 2025 | Dubai – UAE | USD 2995 per delegate |
| 04 – 07 Mar 2025 | Kuala Lumpur – Malaysia | USD 2995 per delegate |
| 27 – 30 May 2025 | Dubai – UAE | USD 2995 per delegate |
| 05 – 08 Aug 2025 | Dubai – UAE | USD 2995 per delegate |
| 23 – 26 Sep 2025 | Dubai – UAE | USD 2995 per delegate |
| 25 – 28 Nov 2025 | Dubai – UAE | USD 2995 per delegate |
Course Introduction
Effective negotiation is a critical skill in procurement and contract management. The ability to secure favorable terms, manage supplier relationships, and protect organizational interests requires a deep understanding of both commercial principles and human dynamics.
This 4-day intensive training is designed to develop the negotiation competencies of procurement and contract professionals. Participants will gain practical techniques to manage pre- and post-award negotiations, navigate difficult conversations, and secure cost-effective, risk-aware outcomes. Through simulations, role-plays, and case analysis, delegates will build negotiation confidence and strategic thinking.
Course Objectives
By the end of this course, participants will be able to:
• Plan and execute procurement negotiations using structured strategies
• Understand supplier psychology and power dynamics
• Negotiate contract terms, pricing, risk, and service levels effectively
• Handle difficult conversations and overcome common negotiation barriers
• Build win-win outcomes while protecting cost, quality, and timelines
• Apply tactics tailored to sourcing, renewals, disputes, and change orders
Key Benefits of Attending
• Learn tested strategies to reduce procurement costs through negotiation
• Improve your confidence in high-stakes commercial discussions
• Understand how to negotiate under pressure, with limited leverage
• Gain templates, checklists, and playbooks for real-world application
• Practice negotiation skills in realistic, guided simulations
Intended Audience
This program is designed for:
• Procurement and purchasing professionals
• Contract managers and supply chain officers
• Project and commercial managers
• Legal advisors and vendor management teams
• Anyone involved in negotiating with suppliers, vendors, or contractors
Individual Benefits
Key competencies that will be developed include:
• Planning and preparation for supplier negotiations
• Cost reduction through strategic deal-making
• Persuasive communication and objection handling
• Use of BATNA, ZOPA, and structured concession management
• Increased agility in adapting negotiation styles to situations
Organization Benefits
Upon completing the training course, participants will demonstrate:
• Lower procurement and contract costs through skilled negotiation
• Improved vendor performance and compliance
• Reduced contract risks and strengthened governance
• Better alignment between procurement goals and business needs
• Enhanced internal stakeholder satisfaction
Instructional Methdology
The course follows a blended learning approach combining theory with practice:
• Strategy Briefings – Core negotiation theory, frameworks, and contract scenarios
• Case Studies – Real-world supplier negotiations and procurement outcomes
• Workshops – Deal structuring, communication planning, and risk-reward trade-offs
• Peer Exchange – Live simulations and feedback on negotiation behavior
• Tools – Preparation templates, scoring models, and performance checklists
Course Outline
DETAILED 4-DAY COURSE OUTLINE
Training Hours: 7:30 AM – 3:30 PM
Daily Format: 3–4 Learning Modules | Coffee breaks: 09:30 & 11:15 | Lunch Buffet: 01:00 – 02:00
Day 1: Foundations of Strategic Negotiation
Module 1: Procurement Negotiation Fundamentals (07:30 – 09:30)
• What makes a negotiation successful in procurement?
• Hard vs. soft approaches, and interest-based bargaining
Module 2: Planning and Power Dynamics (09:45 – 11:15)
• BATNA, ZOPA, leverage, and buyer–seller positions
• Stakeholder mapping and internal alignment
Module 3: Communication and Influencing Techniques (11:30 – 01:00)
• Framing offers, handling objections, active listening
• Negotiation styles and behavioral awareness
Module 4: Workshop – Planning a Strategic Procurement Deal (02:00 – 03:30)
• Teams prepare negotiation goals, positions, and fallback strategies
Day 2: Negotiating Price, Terms & Conditions
Module 1: Price Negotiation Techniques (07:30 – 09:30)
• Cost breakdowns, margin analysis, total cost of ownership
• Tactics for discounting, bundling, and value engineering
Module 2: Contract Term Negotiations (09:45 – 11:15)
• Negotiating SLAs, warranties, penalties, and indemnities
• Legal vs. commercial trade-offs
Module 3: Managing Risk and Liability in Contracts (11:30 – 01:00)
• Allocating and limiting liability
• Negotiating around insurance, termination, and dispute clauses
Module 4: Role Play – Commercial Term Negotiation (02:00 – 03:30)
• Teams simulate a vendor negotiation on scope, price, and liability
Day 3: Handling Difficult Negotiations and Disputes
Module 1: Overcoming Deadlocks and Escalations (07:30 – 09:30)
• Reframing positions, breaking impasses
• Multi-round and multi-party negotiations
Module 2: Dispute Resolution and Contract Amendments (09:45 – 11:15)
• Dealing with underperformance, change orders, or termination risks
• Renegotiation strategies and dispute resolution frameworks
Module 3: Ethics, Culture, and International Negotiation (11:30 – 01:00)
• Integrity, transparency, and cultural awareness
• Cross-border negotiation tips
Module 4: Workshop – Dispute Negotiation Simulation (02:00 – 03:30)
• Teams resolve a claim-related disagreement with a supplier
Day 4: Negotiation Execution and Performance
Module 1: Negotiation Metrics and Performance Evaluation (07:30 – 09:30)
• Defining success: cost savings, risk, stakeholder alignment
• Measuring and reporting negotiation outcomes
Module 2: Post-Negotiation Implementation (09:45 – 11:15)
• Ensuring clarity in contract language and deliverables
• Transition from negotiation to contract execution
Module 3: Final Simulation – Integrated Negotiation Case (11:30 – 01:00)
• Teams conduct a full-scope negotiation and defend outcomes
Module 4: Course Wrap-Up & Certification (02:00 – 03:30)
• Group feedback, reflections, and action planning
Certification
Participants will receive a Certificate of Completion in Negotiation Skills for Cost-Effective Procurement & Contracts, validating their proficiency in strategic negotiation across the procurement and contract lifecycle.