Negotiating the Best Deal

This training workshop focuses on negotiation, and explores the area of win-win and win-lose negotiating, the concepts of BATNA and ZOPA; considers the creation of negotiation objectives; highlights the benefits of a negotiation mandate. You will practices techniques of negotiation, including when to negotiate and when to make concessions. The workshop briefly examines the contract award process and what occurs if a losing bidder challenges the decision.

• Contract Negotiation tools and techniques
• Managing contract award
• Handling objections from losing bidders

This training workshop is suitable for:

• Procurement Officers, analysts and managers.
• Contract Engineers and analysts.
• Quantity Surveyors
• Commercial advisers
• Procurement team members
• General managers
• Executives tasked with managing contracts
• Contract Administrators
• Anyone who wishes to have a good understanding and involvement in purchasing activities.

Upon completion of this training workshop, you will have:

• Learned and practiced key negotiation techniques.
• Discussed the relevance of negotiation concepts such as BATNA and ZOPA.
• Developed the principles of a negotiation mandate.
• Examined the contract award steps.