Tendering, Procurement & Negotiation Skills

Principles, Methods and Tactics

5 Found
Date Duration Venue Fees
12-16 Aug 2024 5 Days Abuja - Nigeria US$5,450 Register
11-15 Nov 2024 5 Days Manama - Bahrain US$4,450 Register
09-13 Dec 2024 5 Days Dubai - UAE US$4,450 Register

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.

Course Outline

Day One

Procurement Practices and Principles

  • The Basics of Procurement
  • The procurement cycle explained – From need to satisfaction of need
  • The role of procurement in the cycle
  • Key Procurement Documents
  • Importance of Cross-functional Working
  • Procurement in the Negotiation of Commercial Contracts
  • Operational Risks that Procurement manage
Day Two

The Tendering Process

  • Understanding Business Needs
  • Specifications: Conformance or performance specifications? Specifying capital assets, Specifying services
  • The use of international standards
  • Deciding on contract strategy: Single or dual or multiple sources? Long term or short term?
  • Supplier research: Researching for suppliers available – Internet, databases, advertising. The use of market research for gaining in-depth information, Financial performance
  • Supplier Appraisal Tools
Day Three

Introduction to Negotiation

  • Introduction to Negotiation; the types of Negotiation
  • Preparation & Opening
  • The negotiation Discussion phase
  • Bargain and Close
  • Dealing with Conflict; Interests, positions and escalation
  • Cultural & international issues
  • Negotiation Teams and Team Roles
  • Behavioural Aspects of Negotiation: Non-verbal communication and the interpretation of body language
  • Practical Planning and Objective Setting – preparation for the Negotiation Scenario
Day Four

Putting it all into Practice

  • Negotiation Scenario
  • The importance of Building Relationships across the supply chain
  • Key stages in forming business relationships
  • The Procurement Needs: the role & importance of suppliers as strategic assets
  • Key principles of SRM
  • How can procurement become a ‘Customer of Choice?
  • Mitigating risk in the supply chain through structured relationship management working together to avoid waste – value engineering, value analysis
Day Five

The future of Procurement: Best Practice

  • Strategic Procurement Management: The changing role of procurement in the 21st Century
  • Globalisation: The role of procurement in a globalising world economy
    What is happening to different economic sectors? The impact of off- shoring and sourcing from Low-Cost Countries
  • Creating value and making savings: What is value, and how do you measure it?
  • Capital Equipment Procurement: Life cycle cost issues, payback calculations, compatibility issues, maintenance and training issues, after-sales support
  • Ethical and Environmental Procurement
  • Close Out and Action Planning


Upon successful completion of this training course, Newage Certificate will be awarded to the delegates.

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