Courses

In procurement, a negotiation is won mainly before it begins: with facts, alternatives and a plan. This course builds on the foundations of PSC-106 and prepares you for more demanding procurement negotiations. You will prepare a negotiation using cost and market analysis, assess the power of each party and each side's best alternative (BATNA), and organise the team and the plan. You will recognise the tactics suppliers use most, such as anchoring, the artificial deadline or the "final offer", and respond to them ethically. You will negotiate price on the basis of cost breakdown, revision formulas and indices and volume discounts, and negotiate contract terms such as payments, guarantees, liabilities and service levels. Finally, you will apply strategies for negotiating with single suppliers and suppliers in a position of strength. Follow the procurement team of a fictitious logistics company through case studies, decision scenarios, an Excel exercise and a negotiation plan template. The course is delivered in Portuguese.

What you will learn

• Prepare a procurement negotiation based on facts, relative power and alternatives.
• Recognise tactics used by suppliers and respond to them ethically.
• Negotiate price on the basis of costs, indices and alternatives.
• Negotiate payment terms, guarantees, liabilities and service levels.
• Apply negotiation strategies when the supplier has more power.

Modules

1. Strategic preparation for negotiation55 min
2. Tactics and behaviours59 min
3. Negotiating price57 min
4. Negotiating contract terms56 min
5. Negotiating with single suppliers and suppliers in a position of strength58 min

Who it is for

Buyers and contract managers