Conducting the Negotiation Process

Aim of the course

By the end of this course, participants will be able to analyse and understand what can be negotiated and how it can be negotiated.
  • Define negotiation objectives, including different options.
  • Develop negotiation scenarios.
  • Build alternative solutions (BATNA) to avoid deadlock situations.
  • Organise the negotiation plan, considering the company constraints, the supplier’s expectations and the market situation.
  • Deliver the highest results possible, while maintaining long term relationships with suppliers.

Target group

Buyers at any level who wish to learn how to use cost breakdown and the TCO decision-making tool to better negotiate price reductions with suppliers.

Course structure

The CONDUCTING THE NEGOTIATION PROCESS course contains 1 Chapter including 6 e-modules (amongst which 3 are optional), other material (readings, videos…) and 1 Virtual Class. The specific e-modules must be completed before attending the related Virtual Class.