Objectives
Map a current situation involving objectives; separate facts from assumptions and identify questions that need clarification.
All programmesProcurement, Contracts & Logistics / PM-PRO-014
Preparing Purchasing Negotiations
A practical programme in preparing purchasing negotiations, connecting working concepts with team decisions and relevant workplace examples.
About the Course
This programme develops a working approach to preparing purchasing negotiations in the context of sourcing, contract performance and delivery choices. Participants move from understanding the main concepts to examining a case, testing alternatives and explaining a practical recommendation. The three modules focus on objectives, trade-offs and concession planning. Examples are selected after the training brief so that they reflect the responsibilities and experience of the participant group.
Course Objectives
- Explain the role of objectives and identify the information required for a reliable assessment.
- Use a structured worksheet to examine trade-offs and compare reasonable alternatives.
- Identify assumptions, missing evidence and implementation concerns related to concession planning.
- Prepare an option comparison with cost, service and exposure considerations for discussion with a supply-chain team.
- Translate the exercise into a workplace action plan with owners, review points and measurable progress.
Who Can Benefit
- Buyers and sourcing professionals: apply objectives to their responsibilities through a guided case and a course-specific worksheet.
- Contract and supply-chain coordinators: apply trade-offs to their responsibilities through a guided case and a course-specific worksheet.
- Operations and logistics planners: apply concession planning to their responsibilities through a guided case and a course-specific worksheet.
Participant experience and learning needs are reviewed before the programme is confirmed.
Curriculum & Practical Work
Trade-offs
Compare two approaches to trade-offs; explain the expected benefits, limitations and information gaps.
Concession planning
Develop an action plan for concession planning; assign responsibilities and agree how results should be reviewed.
Learning Method
Short concept discussions, guided worksheets, group comparisons and instructor feedback, followed by a workplace action plan.
Educational programme. No professional accreditation is implied; specialist legal, engineering or tax advice requires qualified professionals.