Context Setting

Negotiation is a fact of life. Everyone negotiates something every day. Negotiation is especially a key skill of the purchasing and supply management professional. In both the public and private sectors, skills in negotiation are highly valued in the pursuit of commercial ‘value for money’ outcomes. Without the ability to negotiate effectively, an effective purchasing and supply management service cannot be provided. Negotiation is a holistic technique that shall be used throughout the entire procurement cycle. 

In some cases, negotiation with approved suppliers is preferable to inviting bids such as when the requirement is difficult to specify.

Objective

• To expose participants to best-practice negotiation approaches that can lead to the delivery of cost-effective outcomes in their purchase activities. 
• To provide participants with a good understanding of the principles, skill set and confidence to conduct successful purchase negotiations for the organization. 
• To achieve quality contract outcomes through knowledge and understanding of different types of negotiation strategies that can be applied in different situations to successfully achieve the desired objective. 
• To achieve fairness in purchase negotiations and reduce costs for the organisation, thus contributing to higher profits utilising a principled approach.

Key Takeaways

At the end of the program, participants would be able

• to deliver commercial, cost-effective, structured and professional approach to negotiations. 
• to look for mutual gains wherever possible for a better stakeholder and vendor or supplier relationship management 
• to apply different negotiation approaches that are fair to both parties 
• to promote the principles of accountability, integrity, transparency and value for money 
• to reduce costs and increase profit margins as a result of moderated costs and expenses 

Participation Fees

Who Should Attend / Target Audience

Coordinator