Home / Courses / Mastering Procurement Negotiation Online course · 8 modules · Free with an account
Mastering Procurement Negotiation Debunk the myth. Master preparation. Understand why process is your greatest lever - from game theory to competitive tenders.
Start (free account) → 8 modules24 lessons40 quiz questions1 certificate of achievementCourse programme Every module ends with a validation quiz. The certificate is issued once all modules are completed.
01 Debunking the Negotiation Myth30 min Understand why negotiation is much more than the face-to-face meeting. Debunk common misconceptions and lay the foundations for a professional approach.
Objectives Identify the 3 negotiation myths and their refutation Explain the 80/20 preparation/execution rule Adapt tactical techniques (Voss) to long-term supplier relationships Lessons The myth of the born negotiator The 80/20 rule of negotiation Never Split the Difference - lessons for procurement 02 BATNA: Your Best Alternative30 min Understand and build your BATNA (Best Alternative to a Negotiated Agreement) - the most important concept in any negotiation.
Objectives Define the BATNA and its role in the balance of power Build and strengthen a BATNA in 4 steps Assess the supplier's BATNA from 6 indicators Lessons What is BATNA? Building and strengthening your BATNA Assessing the supplier's BATNA 03 ZOPA: The Zone of Possible Agreement25 min Understand the Zone of Possible Agreement (ZOPA), learn to identify it, expand it, and leverage it for optimal deals.
Objectives Delimit the ZOPA from reservation points Widen the ZOPA by adding negotiation variables Choose the right response to a negative ZOPA Lessons Understanding the ZOPA Expanding the ZOPA - creating value Negative ZOPA and deadlock 04 Create Value Before Claiming It30 min Understand the fundamental distinction between value creation and value claiming, and how to articulate them in procurement.
Objectives Distinguish value creation from value claiming Apply 4 value-creation techniques Sequence create-then-claim with anchoring and conditional concessions Lessons Value Creation vs. Value Claiming Value creation techniques in procurement The art of value claiming in procurement 05 Game Theory and Negotiation35 min Understand the fundamentals of game theory applied to procurement: the prisoner's dilemma, repeated games, and why the structure of the game matters more than the players.
Objectives Analyse a negotiation with game-theory concepts Apply Tit-for-Tat logic to the supplier relationship Select the mechanism (tender, auction, lotting) suited to the objective Lessons Introduction to game theory for procurement The prisoner's dilemma and supplier cooperation Mechanism design - the power of structuring the game 06 Why Competitive Tenders Are Effective30 min Understand why competitive processes (tenders, RFPs, RFQs) are the buyer's most powerful negotiation tool - through the lens of game theory.
Objectives Explain the tender as a revelation mechanism Design an RFP along the 4 principles Decide when NOT to launch a tender Lessons The tender as a revelation mechanism Designing a tender that maximizes value When NOT to use a competitive tender 07 Preparing and Conducting Your Negotiation35 min A practical guide for preparing, structuring, and conducting a procurement negotiation from A to Z - from the preparation file to closing.
Objectives Assemble the 10-point preparation file Conduct a negotiation in 4 phases Handle the 6 typical difficult situations Lessons The preparation file - the buyer's checklist Conducting the negotiation - the 4 phases Managing difficult situations 08 Synthesis and Putting It Into Practice25 min Consolidate all concepts into an integrated framework and prepare your first structured negotiation with the tools from this course.
Objectives Combine the 4 pillars into one integrated system Detect and avoid the 8 fatal mistakes Plan application over 4 horizons Lessons The integrated procurement negotiation framework Fatal mistakes to avoid Your personal action plan Other courses in the catalog