Effective Purchasing and Contract Negotiation Management

Why Attend

The ability to negotiate is one of the basic commercial business requirements yet it is often delegated to those least able to produce an effective outcome. The impact of poor negotiation is therefore felt throughout an organization and has an immediate negative effect on company profitability.

Overview

Course Outline

Schedule & Fees

Course Methodology

Instructor-led training that uses interactive learning methods, including class discussion, small group activities, and role-playing

Course Objectives

The importance of planning in successful negotiations; Approaches in negotiations; Standards of ethics; The importance of determining, rating, and valuing the issues in a negotiation; Evaluating strengths and weaknesses; Important issues in various contract clauses; Important elements of the final preparation; Common negotiation tactics & countermeasures; Gain experience & confidence through the actual negotiation of sample cases

Target Audience

Target Competencies

n/a

DAY 1

What Makes a Negotiation a Success?

Negotiation Exercise Number 1
Personal obstacles to a successful negotiation
Purchasing responsibilities as a negotiator
Identifying the phases of a negotiation
Understanding the phases of a negotiation
What makes the “ winners” win – the elements of success
Comparing Approaches in Negotiations
Looking for a better deal for both parties
When to use what style of negotiation
Protecting yourself and your company
Using Time as a key element
Negotiation Exercise Number 2

DAY 2

The Expert Negotiator Has Many Talents

Skill sets and knowledge requirements
The role of intuition and Emotion
Understanding your present personal capability
Defining the negotiator competencies
Uncovering the learning gap
Identifying what should be negotiated
Positioning the negotiation
Determining the supplier's likely position
The influence of long and short term supplier relationships
The importance of research
Negotiation Exercise Number 3

DAY 3

Valuing Issues for Both Sides

Understanding price and cost
Determining the suppliers pricing strategy
Life cycle costing and improving added value
Developing price indices
Needs of a standard contract
Developing terms and conditions of contract
Transfer of ownership and risk
Warranties & spare parts issues
Liquidated damages
Negotiating contractor contingencies
Economic price adjustment clauses
The Tender Process – does it add value
Developing a tender assessment model
Negotiation Exercise Number 4

DAY 4

What Happens Inside Every Negotiation - Getting to “ Yes “

Negotiation in an e-Commerce environment
Testing the potential benefits of e-Commerce
Ethics in negotiation & tendering
Developing a transparent & ethical organization
Negotiating with different cultures
Telephone negotiations
How to communicate your needs
How to move the other party to your viewpoint
How to gain an advantage through listening
Body language and uncovering deception
Negotiation Exercise Number 5

DAY 5

Common Negotiation Tactics & Countermeasures

Framing the negotiation
Deciding your tactics and counter-tactics
Dealing with bargaining
How to concede to gain an advantage
How to keep the seller selling
Dealing with deadlocks in negotiations
Avoiding The Funny Money Trap
Lessons in negotiation from history
24 essential things to do in any negotiation

$3875

Kuala Lumpur

Country: Malaysia

Duration: One week

Date: 27–31 Oct 2025

$4475

Istanbul

Effective Purchasing and Contract Negotiation Management

Overview

Course Outline

Schedule & Fees

Course Methodology

Course Objectives

Target Audience

Target Competencies

$3875

Country: Malaysia

Duration: One week

Date: 27–31 Oct 2025

$4475

Country: Turkey

Duration: One week

Date: 23–27 Mar 2026