Advanced Procurement Negotiations Training

Instructor-Led Onsite Training or Live Virtual through Zoom/Teams

Join our 2-day Advanced Procurement Negotiations Training led by expert Mark Trowbridge. Gain practical skills with hands-on exercises, case studies, and role plays.

This Practical Instructor-Led Procurement Negotiations Training is conducted exclusively in-house for teams of 10 or more people. Hands On & Interactive - With Exercises, Case Studies, Checklists, Templates & Examples & 2 in-depth role plays - 1 each day.

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What's inside? 

• Why Advanced Procurement Negotiations Training? 
• Course Summary
• Course Agenda/Outline
• Frequently Asked Questions - FAQs
• Get Full Details

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Why Attend Advanced Procurement Negotiations Training?

There are many seminars, books, & video series today about the subject of “Procurement Negotiations”. However, here are 3 special reasons for you to seek this training: 

1. Word Class Instructor

Mark Trowbridge - CPSM, MCIPS, Lifetime CPM, in his 30 years plus in the profession has held senior positions in the Financial, Airlines, and Manufacturing sectors; culminating as Director of Sourcing & Contracting Management for Bank of America, where he achieved over a quarter Billion dollars savings!

2. Hands On & Interactive Training

This training is full of dynamic instruction, with over 10 interesting case studies, interactive group exercises and ready-made to use templates, checklists and examples, plus 2 in-depth role plays.

3. Boost Career Growth and Professional Credibility: 

Attending advanced procurement negotiations training not only sharpens your negotiation skills but also enhances your professional profile. It positions you as a valuable asset within your organization, opening doors to career advancement and leadership opportunities.

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Great presentations + examples of each topic. I will positively use the information in future negotiations

Really enjoyed the instructor (Mark) & his style of teaching.  His stories were the best part - very relevant as examples to whatever topic that we were on. Thank you!

– Feedback From Participants attending Advanced Procurement Negotiations - ISM, Delaware, U.S.A

Course Summary

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Bonus: It also includes a thorough training manual that provides insights, examples, and tools inherent in the curriculum.

Course Outline

• The Place of Negotiations in Today’s Strategic Sourcing Environment
• The History of Supply Chain Negotiation Techniques

Individual Exercise

• Assessment of My Personal Negotiation Capabilities
• When to Negotiate? (Rather than Compete)

The Pre-Negotiation Strategy Checklist

• Aligning Negotiation Behavior With Key Supplier Relationship Attributes
• Harmonization of Stakeholder Objectives w/Procurement Strategies
• Attributes of World Class Negotiators

Group Exercise 1

Ways to Identify the Opposition’s Personality Styles & Techniques to Apply

• Building Customer & Supplier Requirement Profiles
• The Negotiation Process – Exploration of the Six Process Stages Essential to EverySuccessful Negotiation:

1. Preparation
2. Positioning
3. Discovery
4. Problem Resolution
5. Identification of Options
6. Securing Commitment

• Ethics in Negotiations
• Tools – Preparing a Negotiation Plan & Worksheet
• Must Know Elements from the Harvard Negotiation Study
• Tactics & Strategies that Create Win/Win Negotiations

Group Exercise 2

Getting Beyond Positional Behavior

• Techniques for Negotiating In-Person (Team or Individuals), via Telephone, or via Email.
• Team Identification & Assignments - Procurement’s Role in the Negotiations
• Five Unwritten Rules of Negotiations

Group Exercise 3

Negotiable Elements – a Total Cost of Ownership (TCO) Methodology of Identifying Options

Tools/Templates

Negotiations Requirements Template and Negotiation Strategy Template

• Building Momentum in Negotiations
• Setting the Stage for Successful Negotiations (Selecting Location, Room & Participant Arrangements)

Group Exercise 4

“Issues & Needs” vs. “Positions”

Individual Exercise

Negotiations and People – Identifying “Needs” which Drive Counterpart Behaviors

• Sole Source Negotiations – Changing the Paradigm (7 Winning Techniques)
• Negotiation Mistakes (12 Pitfalls)
• Supplier Positioning Tactics & Appropriate Responses
• The Art of Breaking a Bargaining Deadlock

Team Role Playing Exercises (2)

Each day, a multi-hour full-scale negotiation is conducted.  All participants members will participate in the exercises, playing different roles each day, including both procurement and supplier sales perspectives.

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Frequently Asked Questions (FAQs)