Procurement Negotiations

23 - 24 January 2014 , Ho Chi Minh City, Vietnam




Discusses how business people understand that among the many hats they wear, the ability to be successful in negotiations is essential to the growth and future of their organization.


Steps in Negotiation Preparation

  • When does the negotiation start
  • The most important thing to remember in negotiations
  • Comparing approaches in negotiations
  • Reducing the impact of back door selling


Brings home the concept that no amount of negotiator experience, skill, or persuasive ability can make up for the lack of thorough preparation


  • What Gets Negotiated?
  • Defining the issues
  • Issues in important terms and conditions
  • Timing as an issue
  • Valuing the issues
  • Rating & issue types
  • Total cost of ownership considerations

Develops additional understanding in how expert negotiators have very well defined initial targets and fall back positions for every issue being negotiated as well as knowledge about common tactics used by the other side.


Will provide participants with the opportunity to negotiate model cases and discuss the results to provide an opportunity for hands on experience


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After attending this course, I can say that my expectations were met. I enjoyed the discussions Robi created and the experience he shared with us.

Director, Procurement & Supply Management
Ma’aden Phosphate, Saudi Arabia





Buyer, Supply Chain Manager, Contracts, Procurement, Purchasing, and Project personnel, Engineering, Operational, Quality, and Maintenance personnel, and all others who are involved in interfacing with contractors or suppliers in the acquisition of materials, equipment, parts, and services or anyone who wants to improve supplier performance and gain successful outcomes.


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