Course Content

Course: Negotiation Skills for Procurement Profe...

Course Content

Negotiation Skills for Procurement Professionals

Basic Negotiation Concepts

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00. Why negotiation matters in procurement

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Preview
01. The Harvard negotiation model

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Preview
02. BATNA

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03. ZOPA

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04. Distributive and integrative negotiation

Video lesson
05. Preparation and information gathering

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

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07. The ability to listen and ask questions

Video lesson
08. Concessions and compromises

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09. Aggressive tactics: how to handle them

Video lesson

Advanced Negotiation Concepts

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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

00. Why negotiation matters in procurement

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