Tendering, Procurement & Negotiation Skills

Course Overview

The world of commerce and contracting is increasingly complex, therefore mastering the ability to negotiate is more important than ever in an commercial, organisational and professional environment. We are required to negotiate to achieve results in almost everything we do and not only with customers, clients, suppliers and contractor, but also with managers, fellow employees and colleagues within our own organisation.

Delegates will receive an appreciation of the best practice tools and techniques used in the construction and management of the procurement process including negotiation. The course has practical content which aims to develop commercial thinking about how to manage strategic goals and as well as day-to-day tactical requirements.

This course is designed to provide participants with the skills and knowledge to understand procurement and supply management techniques in an operational and managerial role to ensure optimal outcomes, as well as an appreciation of how to work in an agile and collaborative way with key stakeholders.

Course Objectives

After the training course, you will learn to:

• Understand the procurement cycle, from development of needs, to tendering, procurement and negotiation
• Apply good procurement practices
• Apply tools and techniques for developing scopes of work, specifications and KPIs
• Build trust between all parties concerned in managing the relationship
• Understand the basic concepts of negotiation and how it adds value to the organisation
• Recognise the stages of negotiations and the skills required at each stage
• Make use of tried and tested negotiation planning tools
• Apply a range of negotiation tools and techniques to support the business in obtaining value for money, quality and fit-for-purpose outcomes

Target Audience

The training course is ideal for experienced (and semi-experienced) procurement managers in public and private sectors who want to demonstrate significant achievements in the field and/or gain knowledge and best practice insights. It is expected that the delegates will have some varied experiences. Likewise, it is of value to those who have recently embarked upon a career in procurement.

This course is suitable to a wide range of professionals but will greatly benefit:

• Finance
• Sales Managers
• Business Development Managers
• Technical Experts
• Project Managers
• Contract Managers
• Procurement Managers
• Internal Customers

Training Methodology

This training course is delivered using a blended learning approach and draws on various learning techniques such as action learning, experiential exercises, group discussions and self-reflection.

This helps delegates stay engaged throughout the course, feel challenged and draw quick wins for their development. It also ensures delegates are ready to apply what they learn when they’re back in the workplace.