Negotiation Skills for Procurement Professionals
Course overview
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.
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 | |
|---|---|---|---|---|
| 14 to 16 Sep 2026 | Johannesburg | 3 Days | R13,000 | Book |
| 11 to 13 Jan 2027 | Cape Town | 3 Days | R13,000 | Book |
| 10 to 12 May 2027 | Durban | 3 Days | R13,000 | Book |
Fees are per delegate and exclude VAT. Dates run in the second week of each month. We also deliver this course on your own schedule, in-house or live online.
More in Procurement & Supply Chain
Strategic Sourcing and Category Management
Sourcing decisions shape cost, quality, and risk long after a contract is signed. This course develops a structured approach to strategic sourcing and the management of spend by category. Participants learn to analyse spend, understand supply markets, and build sourcing strategies that deliver measurable value.
Contract Management and Administration
Value is often won or lost after the contract award, during the day to day management of the agreement. This course covers the skills needed to administer contracts, manage performance, and resolve issues before they escalate. Delegates study obligations, variations, claims, and structured relationship management.
Supplier Relationship and Performance Management
The best value often comes not from a single negotiation but from a productive long term relationship with key suppliers. This course explains how to segment suppliers, set expectations, and manage performance collaboratively. Participants build practical scorecards and governance structures.