Course Content

Course: Negotiation Skills for Procurement Profe...

Course Content

Negotiation Skills for Procurement Professionals

Basic Negotiation Concepts

0/10

00. Why negotiation matters in procurement

Video lesson

Preview
01. The Harvard negotiation model

Video lesson

Preview
02. BATNA

Video lesson
03. ZOPA

Video lesson
04. Distributive and integrative negotiation

Video lesson
05. Preparation and information gathering

Video lesson
06. Anchoring: the importance of the first offer

Video lesson
07. The ability to listen and ask questions

Video lesson
08. Concessions and compromises

Video lesson
09. Aggressive tactics: how to handle them

Video lesson

Advanced Negotiation Concepts

0/9

10. Persuasion and influence techniques

Video lesson
11. Negotiating by email

Video lesson
12. Tactics and countertactics

Video lesson
13. Negotiating internally with stakeholders

Video lesson
14. Negotiating with little bargaining power

Video lesson
15. Negotiating with multiple parties at the table

Video lesson
16. Setting the stage & managing the meeting

Video lesson
17. Closing the deal and managing the post-negotiation

Video lesson
Downloadable materials: Negotiation Preparation Sheet

Text lesson

Video lesson

01. The Harvard negotiation model

The password must have a minimum of 8 characters of numbers and letters, contain at least 1 capital letter

Remember me

Restore password

Send reset link

Password reset link sent to your email Close

Your application is sent We'll send you an email as soon as your application is approved. Go to Profile

No account? Sign Up Sign In

Lost Password?

Manage Consent

To provide the best experiences, we use technologies like cookies to store and/or access device information. Consenting to these technologies will allow us to process data such as browsing behavior or unique IDs on this site. Not consenting or withdrawing consent, may adversely affect certain features and functions.

Functional Functional Always active

The technical storage or access is strictly necessary for the legitimate purpose of enabling the use of a specific service explicitly requested by the subscriber or user, or for the sole purpose of carrying out the transmission of a communication over an electronic communications network.

Preferences Preferences

The technical storage or access is necessary for the legitimate purpose of storing preferences that are not requested by the subscriber or user.

Statistics Statistics

The technical storage or access that is used exclusively for statistical purposes. The technical storage or access that is used exclusively for anonymous statistical purposes. Without a subpoena, voluntary compliance on the part of your Internet Service Provider, or additional records from a third party, information stored or retrieved for this purpose alone cannot usually be used to identify you.

Marketing Marketing

The technical storage or access is required to create user profiles to send advertising, or to track the user on a website or across several websites for similar marketing purposes.

Manage options
Manage services
Manage {vendor_count} vendors
Read more about these purposes

View preferences

{title}
{title}
{title}