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Negotiation for Procurement Professionals
03:15

Negotiation Essentials

Negotiating without a clear understanding of the process or key principles can lead to sub-optimal results. This course provides a structured approach to help you prepare, plan, and execute negotiations effectively in a supply market.

Course Includes:
  • 3 Modules
  • 10 Learning Activities
  • 16 Checkpoints
  • 3 Quizzes
  • 12 Downloadable, Fillable Templates

Module summary:

  • Defines buy-side negotiation and pre-conditions for a successful negotiation
  • Introduces the different types of negotiation and their unique characteristics and associated behaviors
  • Shows how to determine when to use each negotiation type
  • Details a 4-step process for buy-side negotiation

Module lesson titles:

  1. Definition and prerequisites of procurement negotiation
  2. Types of procurement negotiation
  3. When to use the different negotiation types
  4. The procurement negotiation process

Module summary:

  • Identifies the different types of information required in the preparation and planning steps
  • Shows you how to build your own negotiation plan
  • Shows how to determine your Best Alternative to a Negotiated Agreement (BATNA) and identify the Zone of Possible Agreement (ZOPA)

Module lesson titles:

  1. Step 1 - Preparing for your negotiation
  2. Step 2 - Planning for your negotiation
  3. Step 2 - Determining your BATNA and ZOPA

Module summary:

  • Introduces the four phases in the negotiation Execution Step of the negotiation process
  • Build understanding of key rules in each of the negotiation Execution Step four phases
  • Details how to undertake a post-negotiation review of your negotiations

Module lesson titles:

  1. Step 3 - Negotiation execution introduction
  2. Step 3 - Negotiation execution phases rules
  3. Step 4 – Negotiation review

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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 - $60.00

4 Months - $96.00

6 Months - $120.00 (Best Value)

Negotiation Essentials (Single Course)

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