Negotiation Skills for Procurement Professionals
Negotiation is a core procurement skill that directly affects cost, terms, and supplier goodwill. This course develops both the planning and the interpersonal skills needed to negotiate strong outcomes. Delegates practise through realistic exercises and receive structured feedback.
Course outline
What this programme covers, module by module.
- 01Preparing thoroughly by mapping needs and leverage
- 02Setting objectives, limits, and walk away positions
- 03Applying questioning and persuasion to open value
- 04Trading concessions rather than conceding on price
- 05Managing hard tactics and manipulative behaviours
- 06Closing agreements and documenting what was agreed
- 07Understanding cultural differences in negotiation
What you will gain
- Prepare thoroughly for commercial negotiations
- Set objectives, limits, and fallback positions
- Apply persuasion and questioning techniques
- Trade concessions to protect value
- Manage difficult tactics and behaviours
- Close and document agreements clearly
Who should attend
- Buyers and procurement officers
- Category managers
- Commercial and contract staff
- Anyone negotiating with suppliers
Upcoming sessions
| Date | City | Duration | Fees | Book |
|---|---|---|---|---|
| 9 to 11 Nov 2026 | Pretoria | 3 Days | R13,000 | |
| 23 to 25 Nov 2026 | Durban | 3 Days | R13,000 | |
| 11 to 13 Jan 2027 | Cape Town | 3 Days | R13,000 | |
| 23 to 25 Feb 2027 | Johannesburg | 3 Days | R13,000 | |
| 10 to 12 May 2027 | London | 3 Days | US$1,500 | |
| 5 to 7 Jul 2027 | Dubai | 3 Days | US$1,500 |
Fees are per delegate and exclude VAT. Public intakes are confirmed once minimum numbers are met. We also deliver this course on your own schedule, in-house or live online.
Enquire about this course
Register your team or ask for a tailored in-house quote. We reply within one working day.
WhatsApp usCourse brochure (PDF)- Fees from
- R13,000 per delegate
- Duration
- 3 Days
- Field
- Procurement & Supply Chain
- Formats
- In-house, public, online
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