Workshop
Procurement Negotiations
Profitia's flagship negotiation workshop. We teach advanced negotiation techniques adapted to procurement: Harvard method, interest-based negotiation, managing supplier manipulation techniques, building BATNA and factual argumentation.
Procurement negotiations are too often treated as the art of improvisation. They are the science of structural preparation.
Problem
Where organisations get stuck
Reactive and intuitive approach to supplier negotiations
Susceptibility to manipulation techniques used by suppliers
No structure and confidence in difficult negotiations
Approach
How engagements work
- 01
Harvard method theory and interest-based negotiation principles
- 02
Negotiation simulations with feedback
- 03
Manipulation technique analysis and counter-strategies
- 04
Case studies from participants' industries
Results
What changes operationally
- 01
Mastered key negotiation techniques
- 02
Ability to recognise and counter manipulation techniques
- 03
Confidence and structure in any procurement negotiation
Format
- Engagement format
- 1-2 day workshop; in-company or open programme. Advanced version available (day 3).
- Capability area
- Workshop
See also
Related areas
Advanced Negotiations
Workshop
Negotiation Preparation
Negotiations
Procurement Coaching
Coaching
Let's talk about what this looks like in your organisation.