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Negotiation for Procurement Professionals
04:45

Negotiating in Non-Competitive Supply Markets

In non-competitive, interest-based negotiations, buyers need to encourage suppliers to be more radical and creative in reducing costs and adding value. This course introduces the key principles and processes that underpin non-competitive negotiation.

Course Includes:
  • 4 Modules
  • 14 Learning Activities
  • 14 Checkpoints
  • 4 Quizzes
  • 14 Downloadable, Fillable Templates

Module summary:

  • Shows how to determine the concessions that you can make in any negotiation
  • Shows how to determine your Most Desirable Outcome (MDO) and Least Acceptable Agreement (LAA)
  • Details the most successful concession tactics that can be used in negotiation
  • Shows how to develop your own negotiation concession strategy

Module lesson titles:

  1. Identifying and prioritizing concessions
  2. Determining your MDO and LAA
  3. Successful concession trading tactics
  4. Strategy for trading concessions

Module summary:

  • Considers the need for prerequisites and benefits of non-competitive negotiation
  • Identifies the key outcomes of collaborative negotiation
  • Introduces the key principles underpinning non-competitive negotiation
  • Introduces the phases of the non-competitive negotiation
  • Shows how to build your own Interests Map and Win:Win Matrix

Module lesson titles:

  1. Introduction to conditioning collaborative negotiation
  2. Key principles of collaborative negotiation
  3. Process steps of collaborative negotiation
  4. Interest mapping

Module summary:

  • Builds understanding on how to avoid mistakes when negotiating with suppliers from different cultures
  • Details the cultural aspects that need to be considered in cross-cultural procurement negotiations
  • Builds understanding, country by country, of culturally driven negotiating styles and approaches of suppliers
  • By completing a cultural trait template shows you how to map the cultural traits of a supplier before any negotiation

Module lesson titles:

  1. General tips when negotiating with suppliers from different cultures
  2. Supplier ‘cultural aspect’ generalizations
  3. Supplier cultural trait mapping

Module summary:

  • Considers the many advantages of developing and using a negotiation strategy canvas
  • Identifies the key building blocks of a negotiation strategy canvas
  • Shows how to use OPRA templates to support the completion of the negotiation strategy canvas
  • Shows you how to build your own negotiation canvas using the framework provided

Module lesson titles:

  1. Introduction to the negotiation canvas
  2. Negotiation canvas building blocks
  3. How to build your negotiation canvas

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Purchase Options:

Select the length of time you’d like access to the course material and add it to your cart.

The options available for this course are below:

2 Months - $80.00

4 Months - $128.00

6 Months - $160.00 (Best Value)

Negotiating in Non-Competitive Supply Markets (Single Course)

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