Objective: To allow the personnel who already have practical procurement experience, to develop and practice the skills involved in negotiations.


  • Procurement objectives prior to negotiationsbuying briefs-preparation for negotiation.
  • Negotiation Cycle- Strategies and tactics.
  • Difference between negotiation & persuasion.
  • Main persuasion tools-emotions, threats, logic and compromise.
  • Introduction to range of tactics.
  • Behavior and attitudes.
  • Analysis of performance.

Intended for: Procurement Staff and other staff involved in negotiation.

Duration: One Day.

Approach: The focus will be on lecture & role playing.