Procurement Negotiation Training
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.
30 CEHs for your CPSM
20 CEHs for your CPSM from our
two-day Procurement Essentials
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.
Global Sourcing
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.
Our Clients
Training Agenda
- Introduction & Objectives
- Level 1 Outcomes & Quiz Questions
- Group Discussion
- Negotiation sim game
- Best Practices Debrief
- Negotiation Styles Role Play
- Negotiation Styles Profile Personalized Reports
- 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
- 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
- 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
- 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
- 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
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
Many of our clients collaborate with us to create their unique sim games, customized to reflect their product, service and industry.
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
Director
Superintendent
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.
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.
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.
Book Now
Training Company 2023
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.
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.
Director
I like it all, every single subject. Especially the tough sims which were customized to our needs. The sims were realistic and complex, with insightful professional feedback.
Superintendent
The Negotiation Experts has delivered our custom in-house Procurement Negotiation training for many years now. Our team have negotiated substantial savings as a result.
I really liked learning a principle and then using the Sim game to apply the learning. The training was relevant, practical, insightful and simply FANTASTIC!
I really liked the sim role plays and overall mix of theory and practice. A really solid course that worked well in a remote/virtual setting.
The Bombardier customized role play was very interesting, and useful exposure for our jobs. I wished we could extend to a 4th day.
