CILT Endorsed Negotiation Strategies for Better Purchasing Value

Program Overview

Purchasing value is often won or lost at the negotiating table, long before contract signature. «CILT Endorsed Negotiation Strategies for Better Purchasing Value» trains buyers to negotiate on total value rather than price alone: preparation with cost breakdowns, should-cost estimates and TCO, BATNA and ZOPA analysis, choosing competitive or collaborative strategies, negotiation levers beyond price, concession planning, handling supplier tactics, e-auctions, multicultural negotiations in GCC and international settings, and capturing outcomes in the contract.

Learning Outcomes

• ✓Prepare a negotiation plan with objectives, BATNA, target and walk-away positions.
• ✓Analyse supplier cost structures and should-cost estimates to set evidence-based targets.
• ✓Select competitive or collaborative strategies according to supplier power and relationship value.
• ✓Identify negotiation levers such as payment terms, volumes, warranties and service levels and trade them deliberately.
• ✓Recognise and counter common supplier tactics and manage concessions.
• ✓Document negotiated outcomes and convert them into enforceable contract terms.

Target Audience

• Buyers, senior buyers and category managers
• Procurement and contracts managers
• Tender committee members involved in negotiations
• Project and technical managers who negotiate with suppliers

Detailed Program Modules

Training Methodology

Applied Project & Assessment