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Contracts and Procurement
Negotiation in Purchasing and Contracting
Gives buyers and contract staff a structured method for preparing and leading negotiations on contracts, purchase orders, frame agreements and claims. Much of the time is spent on realistic group exercises to sharpen both method and delivery.
- Discipline
- Contracts and Procurement
- Level
- Advanced
- Duration
- 2.5 days
- Formats
- Classroom, Live online, In-house
Every course can be delivered in-house and tailored to your organisation.
Who should attend
Contract engineers, purchasers, managers and technical staff who deal with vendors and contractors.
What participants will be able to do
- Prepare a negotiation using a structured method
- Assess the balance of power and what is at stake
- Set objectives and negotiation tactics
- Review and improve negotiation results
Topics covered
- Types of negotiation
- Balance of power analysis
- Risk and SWOT analysis
- Setting objectives
- Negotiation tactics
- Role-play on business cases