Workshop 3 L4M5: Commercial Negotiations

Module purpose

On completion of this module learners will be able to identify approaches to successfully
achieving negotiated commercial agreements with external organisations.

Module aim(s)

The 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.