CIPS Module L4M5 Commercial Negotiation

OVERVIEWThe creation of formalised agreements is a critical part of the success of any organisation. Those involved in procurement and supply activity will therefore be able to effectively negotiate with stakeholders and/or suppliers and to understand the methods associated with preparing for and carrying out commercial negotiations. This module is designed for those who are faced with negotiations. It enables the learner to analyse approaches to the negotiation of agreements made with external parties, how to prepare for them and what techniques are available to ensure successful outcomes.
DURATION3 x 1.5 hours
DELIVERYVirtual workshop Work-based activities, including presentations, group work and case studies
  • Understand key approaches in the negotiation of commercial agreements with external organisations
  • Analyse the application of commercial negotiations in the work of procurement and supply
  • Differentiate between the types of approaches that can be pursued in commercial negotiations
  • Explain how the balance of power in commercial negotiations can affect outcomes
  • Identify the different types of relationships that impact on commercial negotiations
  • Know how to prepare for negotiations with external organisations
  • Describe the types of costs and prices in commercial negotiations
  • Contrast the economic factors that impact on commercial negotiations
  • Analyse criteria that can be used in a commercial negotiation
  • Identify the resources required for a negotiation
  • Understand how commercial negotiations should be undertaken
  • Identify the stages of a commercial negotiation
  • Appraise the key methods that can influence the achievement of desired outcomes
  • Compare the key communication skills that help achieve desired outcomes
  • Analyse how to assess the process and outcomes of negotiations to inform future practice

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