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Updated: 18 Mar 2024

Procurement Negotiation Training

Procurement Negotiation Training
Learn best practices while sharpening your sword against professional sellers and buyers. Track your rapid improvements on our sim game's leaderboards.
Pricila Behos
Procurement Manager

Why Take This Procurement Negotiation Course?

Procurement faces the double challenge of getting the best value from vendors, while at the same time managing internal stakeholder expectations and relationships. Take your procurement career to the next level by learning how to consistently close the most complex of deals in less time.

Our unique procurement negotiation training was created to arm you with tool-sets, tactics and best practice strategies that maximise value creation. consistently outstanding deals.

Graduates tell us that this training was instrumental in turning around some of the most difficult stakeholders, and in getting much better terms from sole source vendors. Expect your stakeholders to ask you lead more negotiations, and to be asked to manage a bigger spend, and to manage more complex categories.

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30 CEHs for your CPSM
20 CEHs for your CPSM from our
two-day Procurement Essentials

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30 CPD hours towards your CIPS
Chartered Status

Training Course Overview

On our open enrollment courses, we usually combine this procurement negotiation training with our Sales Negotiation Training. This means that you'll be negotiating against seasoned sales professionals, and you'll enjoy the diversity of participants from different industries and cultures. You'll get to negotiate realistic buyer-seller commercial role plays, some using our world-first negotiation sim.

We collaborate with clients to customize before delivering in-house. Tailoring options include choosing modules, sim game selection, and customization of sim games.

Hannu Hyrsylä
Corporate Vice President,
Global Sourcing
The team were very excited to utilize what they learned from the course. They achieved very good results, most especially end of year price reductions.

Key Seminar Outcomes

  • Reduce price increases and achieve cost saving goals.
  • Measure how much value you're creating and claiming, as you progress through increasingly complex procurement sim games.
  • Win over stubborn stakeholders to gain their trust and increase your mandate.
  • Gather the information you need, while claiming control and keeping control of your deals.
  • Become masterful at driving your chosen negotiation styles with vendors, especially competing and collaborating (optimal win-win).
  • Save time in preparing for your negotiations, by focusing on the areas of highest value.
  • Gain key insights from a global Negotiation Expert and graphical reports into your strengths and weaknesses.
  • Counter supplier tactics and get the best deals, including from sole source or single source suppliers.
  • Master proven tools to turn complexity to your advantage, most especially in big spend team-based deals.
  • Enjoy the fruits of your new skills with faster promotions, more responsibility, bigger and more complex category spends.
  • Pinpoint your areas of leverage to ensure that you win maximum value, no matter how strong the vendor's market position.
  • Say goodbye to stress, and make confidence your new friend - knowing that you've done the very best job to prepare.

Training Agenda

Day 1
Day 2
Day 3
Day 4
Day 5
Day 6
4½ hours
  • Introduction & Objectives
  • Level 1 Outcomes & Quiz Questions
  • Group Discussion
  • Negotiation sim game
  • Best Practices Debrief
  • Negotiation Styles Role Play
  • Negotiation Styles Profile Personalized Reports
4½ hours
  • Level 1 Quiz Answers
  • Level 2 Outcomes & Quiz Questions
  • Collaboration vs. Competition
  • SWOT, Trading Plan & Agenda Control
  • Sim game
  • Personalized Feedback using Sim Game Graphs & Leaderboards
4½ hours
  • Level 2 Quiz Answers
  • Level 3 Outcomes & Quiz Questions
  • Controlling meetings with the agenda
  • Persuasion: Get more 'yeses' with compliance
  • Questioning Framework & Pre-Meetings
  • Sim game
  • Personalized Feedback using sim game Graphs & leaderboards
4½ hours
  • Level 3 Quiz Answers
  • Level 4 Outcomes & Quiz Questions
  • Objection Handling: from vendors & stakeholders
  • Group exercise on overcoming objections
  • Teams Roles
  • Team sim game
  • Team Feedback using sim game graphs & leaderboards
4½ hours
  • Level 4 Quiz Answers
  • Level 5 Outcomes & Quiz Questions
  • Meeting room seating, and negotiating via phone and email
  • Manipulative tactics: how to identify & neutralize
  • Team sim game
  • Team Feedback using sim game graphs & leaderboards
4½ hours
  • Level 5 Quiz Answers
  • Level 6 Outcomes & Quiz Questions
  • How to tell stories that persuade
  • Group exercise crafting a story
  • Sim game
  • Personalized Feedback using sim game graphs & leaderboards
  • Conclusion and retention best practices
Procurement Negotiation Training
Isn't it time you got the promotion you deserve? Agree better terms, boost your confidence and competence in all your negotiations.
Michael Hindman
N. America Head of Procurement
Our President set a five year cost savings target of $1B. We blasted through this target one year after negotiation training. Everyone in procurement has now been trained.
Participants’ Journey Leadership Journey
Complete 2 online diagnostic profiles Watch negotiation training videos Technology Session including sim game account setup Acquire toolsets and participate in Levels 1 through 6 Read sim game instructions and start preparing for Levels 2+ Sim Game Reinforcement(Electable) Complete scored assessmentPass mark: 50% Receive personalized assessment report and graduation certificate 35 minutes 1h 25m 30 minutes 6 x 4.5 hours 5 x 1 hour 4 hours 30 minutes
Complete 2 online diagnostic profiles 35 minutes Watch negotiation training videos 1h 25m Technology Session including sim game account setup 30 minutes Acquire toolsets and participate in Levels 1 through 6 6 x 4.5 hours Read sim game instructions and start preparing for Levels 2+ 5 x 1 hour Sim Game Reinforcement(Electable) 4 hours Complete scored assessmentPass mark: 50% 30 minutes Receive personalized assessment report and graduation certificate
Complete 2 online diagnostic profiles 35 minutes Read sim game instructions and start preparing for Levels 2+ Sim Game Reinforcement (Electable) Receive personalized assessment report and graduation certificate 5 x 1 hour Complete scored assessment Pass mark: 50% 30 minutes 4 hours Technology Session including sim game account setup Acquire toolsets and participate in Levels 1 through 6 30 minutes Watch negotiation training videos 1h 25m 6 x 4.5 hours
31 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 1 2 3 4 SEPTEMBER Participate in or observe Sim Reinforcement Provide team's emails 4 hours Review meeting to discuss your team's diagnostic report 1 hour Create customized sim with one of your senior negotiator's 3 hours Participate in or observe course 23 hours Review meeting to discuss the team's assessment report(s) In the next team meeting invite the sharing of assessment stories, and also coach the team Review proposed solution, raise purchase order, and book training dates 1 hour
31 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 1 2 3 4 SEPTEMBER Provide team's emails Review meeting to discuss your team's diagnostic report 1 hour Create customized sim with one of your senior negotiator's Participate in or observe course Participate in or observe Sim Reinforcement Review meeting to discuss the team's assessment report(s) In the next team meeting invite the sharing of assessment stories, and also coach the team Review proposed solution, raise purchase order, and book training dates 3 hours 23 hours 4 hours 1 hour
31 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 1 2 3 4 SEPTEMBER Review proposed solution, raise purchase order, and book training dates Participate in or observe course Review meeting to discuss the team's assessment report(s) In the next team meeting invite the sharing of assessment stories, and also coach the team Participate in or observe Sim Reinforcement Create customized sim with one of your senior negotiator's Review meeting to discuss your team's diagnostic report Provide team's emails 1 hour 3 hours 23 hours 4 hours 1 hour

Inside the Course

Sim Game

We’ve created the world’s most advanced negotiation simulation. Graduates describe our gamified courses as intense, highly valuable and fun. When learning is fun, lessons stick and new empowering habits flourish. Our sim game accelerates sales teams’ along their learning curves, and reduces the investment requirement per head by enabling a group size of 20 – where all negotiators are receiving more focused feedback than ever before.

For the first time ever our sim enables your team to

1
Track procurement vs vendor negotiations through all levels, including comparing progress to colleagues in friendly rivalry with our Leaderboards.
2
Measure the amount of value each side achieved, plus the gold left on the table, and other metrics.
3
Put your finger on your moments of excellence, and your missed opportunities. Our Negotiation Experts provide coaching to all.

Many of our clients collaborate with us to create their unique sim games, customized to reflect their product, service and industry.

Procurement Negotiation Training
Isn't it time you got the promotion you deserve? Agree better terms, boost your confidence and competence in all your negotiations.

Who's This Seminar For?

Procurement Negotiation graduates typically have the following job titles: Procurement Managers, Purchasing Managers, Procurement Buyers, Contract Managers, Senior Buyers, Buying Managers, Buying Officers, Category Managers, Sourcing Managers, Supply Chain Managers, Tendering Managers, Procurement Officers, Materials Managers, Purchasing Agents, Chief Procurement Officers, Director of Operations, Procurement Analysts. Senior Buyers, Procurement Specialists, and everyone involved in initiatives to deliver savings or value from the purchase of goods, supplies, equipment, ideas, services and managing project spend.

Seminar Delivery Options

  • Online: Six 4½ hour sessions over 2-3 weeks. Check for public calendar or customize for onsite.
  • Classroom: Three days at your location.

Testimonials

Procurement Negotiation Training
Isn't it time you got the promotion you deserve? Agree better terms, boost your confidence and competence in all your negotiations.

Customize around your Team's Unique Needs

When a training provider claims that they will customize your course, you need to ask them how they do this. We're proud to offer the most bespoke procurement negotiation training. Together we will choose sim games from our library. We are known for customizing sims around our clients' needs - from scratch. Our pre-training diagnostic gives us valuable insights from your team's responses. These insights help us to shape our training agenda, including knowing how many days are needed and which modules to include.

Get in touch to discuss how your team can beat your competition.

Diagnose

Unless you measure your team before your training, you’ll be unable to customize to suit your team’s needs. Since 2005, clients have trusted our diagnostic profile to gain insights into their teams' needs and to baseline their teams against the competition.

Leaders tell us that our reports confirmed what they had noticed and that they gained new insights from our debrief conversation. Your team’s diagnostic profile informs our customization choices.

Question: Which business goal is most important in your negotiations?
Revenue
Gross Margins
Net Profit
Market Share
Costs
11
46
38
7
5
0
10
20
30
40
46
Revenue
11
Gross Margins
46
Net Profit
38
Market Share
7
Costs
5

Live Online or Classroom

Classroom

Your training can be delivered at your offices or at an off-site venue, such as a hotel or conference centre.

Maximum class sizes are typically either 12 with video, or 28 without video. The simulation games are used across all levels - so participants will need their laptops.

Live Online Facilitator-led

We've been delivering live online training since 2015, and now enjoy similar ratings and feedback from graduates to our classroom courses. Since more meetings are happening via video calls than ever before, the best way to equip your sales team is a live online video training.

Interaction and energy levels are kept high. Inclusive of breaks, each of our levels requires 4 1/2 hours, accommodating up to 20 participants.

Meet the Experts

Our Negotiation Experts are passionate about delivering top and bottom line results to your organization. All are experienced in training sales teams across a variety of countries and industries.

Training Course Approach

This procurement negotiation training is highly experiential. Expect to invest most of your time navigating your way through challenging buyer-seller role play negotiations. A Negotiation Expert will then be reviewing your results, pinpointing your mistakes and genius strokes. You'll watch videos and completed online profiles prior to the training, to ensure we get maximal value when together. Our Negotiation Experts are described as entertaining, keeping energy levels high. Modules build, each upon the next.

Assessment & Certification

In order to understand which tools and skills your team is enjoying their results from, and to support your team with coaching and discussions, it's essential to measure.

Our scored assessment measures your team's usage and results three months after their training. The pass mark is 50%, with personalised reports and certificates being sent to graduates, and a group report being sent and discussed with your leadership.

Graduates tell us that the assessment coupled with their personalised report is a handy reminder of everything they learned on the course, resuting in higher retention and ROI.

Procurement Negotiation Training
Isn't it time you got the promotion you deserve? Agree better terms, boost your confidence and competence in all your negotiations.
Janet Logaswari
Procurement Manager
The Bombardier customized role play was very interesting, and useful exposure for our jobs. I wished we could extend to a 4th day.

Graduates Interview

Open Enrolment Course

Start enjoying next level procurement results after graduating from this award winning course. You’ll be sharpening your sword against experienced procurement and sales professionals from around the world. Navigate your way through our challenging true to commercial real life sim games. A global Negotiation Expert will be on hand to share unrivalled in depth feedback on your areas of excellence and learning opportunity, giving you powerful pointers to improve like never before. This course is most often described by graduates as fun, intense and a game changer for their procurement careers.

Date & Time
Tuesdays & Fridays
Jun
11, 14, 18, 21, 25, 28
2024
ET
11 am to 3:30 pm
Facilitated by
This course is not available in EMEA time zone. See our calendar for other courses.
See other dates
This course is not available in APAC time zone. See our calendar for other courses.
See other dates
Region
Details
Location
Online
Duration
32 hours
Language
lang English
Certificate
Leaderboards
Assessment
Location
Online
Duration
32 hours
Language
lang English
Certificate
Leaderboards
Assessment
Location
Online
Duration
32 hours
Language
lang English
Certificate
Leaderboards
Assessment

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Early Bird Special
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Offer ends 21 May 2024
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Early Bird Special
20% OFF
Offer ends 21 May 2024
Investment Requirement
$3,190
Early Bird Special Discount
- $638
Discounted Investment
$2,552
Training Locations
Americas Americas
EMEA EMEA
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