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Updated: 10 Jun 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