Negotiate your way to resilient and socially responsible supply chains
2 Day Negotiation Course (Virtual)
October 12th & 13th 2022
Get your course outline
You’ll receive the negotiation course outline immediately.
Unlock formidable supply chains and promote participation in your sustainable programs.
Develop strategies that promote strong and sustainable supply chains
We will explore what a mutually acceptable solution might look like and what concessions may be appropriate in order to achieve this. This will help you design, negotiate and maintain more sustainable solutions, in terms of resilient supply chains and social procurement programs
Promote participation in your sustainable programs
Designing socially responsible programs is one thing. Achieving participation from vendors is something else entirely. Many procurement teams face the complex task of building supply chain resilience while pursuing socially responsible procurement initiatives – initiatives that may be combined with the expectation of a total cost reduction.
Take a deep-dive into the negotiation methods you can employ to transform your relationship with suppliers for the benefit of everyone involved.
In four fast-paced sessions, we will explore the ‘what?’ and the ‘how?’ of persuading suppliers to make their supply chains more resilient and participate in your social procurement programs.
Benefits of Attending
The program will explore the practical ways that you can set objectives for key priorities applicable to many clients, such as:
- Improving supply chain resilience in the light of COVID-19.
- Extending the reach of social procurement initiatives with first tier suppliers.
- Encouraging suppliers to adopt socially responsible actions in their engagement of disadvantaged groups.
For each of these goals, we will also explore the most appropriate persuasion strategies that may be deployed to try to persuade the other party to meet your objectives, while taking into consideration what their objectives might be as well.
| Negotiation Course This is what’s involved ... |
|
Short course8 hours total |
Relevant contentReal life |
Online convenienceVirtual face-to-face |
Breakout sessionsFun activities, quizzes |
PracticalExercises to apply in |
Expert advisorTrainer-facilitated |
- Approved: This course is approved by the Queensland Government and is
made available
under a Standing Offer Arrangement (SOA) QGP002-2018
to all Australian Government Departments and Agencies at Federal and State Level.
Interested?
Sign up and book your place today!
Learn from a world-renowned negotiator
in a tailored course that gains you advantage
Price!
per person for online purchases
On completion, you will be able to:
- Develop persuasive arguments for your suppliers to improve supply chain resilience.
- Develop persuasive arguments for your suppliers to align with your social procurement programs.
- Define ‘social benefit’ suppliers and influence first tier suppliers to increase their representation in your supply chain.
- Develop persuasive arguments for your suppliers to demonstrate inclusive business practices.
In turn this will help you:
- Build resilient supply chains and promote participation in sustainable programs.
Facilitator:
Paul Rogers FCIPS
Specialist in:
Negotiation,
Commercial Acumen,
Procurement Leadership
Stakeholder Influencing
Paul is a thought leader and an experienced consultant with a track record of innovation and successful engagements developed over 35 years. Paul has worked in more than 20 countries and is an internationally acknowledged expert on procurement and negotiation.
As a consultant, Paul has a track record of leading consulting teams, winning work through stakeholder engagement and through completing bids, and in delivering successful assignments. He delivers solutions, services and tools to organisations in both the public and private sectors.
Sectoral experience includes national government (in New Zealand), and in Australia Federal Government Departments, State Governments, Local Authorities, Defence, Universities, as well blue chip private sector clients, SMEs and third sector organisations.
Paul knows what ‘good’ looks like. He coaches to improve performance and achieve greatness. This applies to ‘hard’ procurement content and ‘soft’ interpersonal skills.
A unique,‘must do’ course for commercial professionals dealing with contracts, negotiations, key relationships and who are ready to take their skill-set to a whole new level.
Yes! I want to become a champion negotiator so count me in!
BOOK YOUR PLACE HERE >>
Attendees across all industries have leveraged from the Academy
Frequently Asked Questions
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How can I improve contract negotiation and drafting capabilities?
Developing superior contract negotiation and drafting skills requires systematic learning, practice, and continuous refinement:
Legal Fundamentals and Contract Law - Builda solid understanding of contract law principles, enforceability requirements, risk allocation concepts, and dispute resolution mechanisms through formal training or legal education.
Negotiation Strategy and Tactics - Develop advanced negotiation skills, including preparation methodologies, value creation techniques, influence strategies, and closing tactics through training programs and practice opportunities.
Risk Analysis and Allocation - Master skills in identifying contractual risks, evaluating risk mitigation options, and negotiating appropriate risk allocation that protects organisational interests while maintaining supplier relationships.
Commercial Terms Optimisation - Understanding of pricing mechanisms, payment terms, performance incentives, and commercial structures that optimise value while ensuring fair and sustainable agreements.
Industry and Category Expertise - Develop deep knowledge of specific sectors, categories, and market practices to negotiate terms that reflect industry standards while capturing competitive advantages.
Drafting and Language Precision - Skills in clear, precise legal writing that eliminate ambiguity, reduce dispute potential, and ensures enforceability while maintaining readability and usability.
Alternative Dispute Resolution - Understanding of mediation, arbitration, and other dispute resolution mechanisms that can be incorporated into contracts to manage disagreements efficiently and cost-effectively.
Regulatory and Compliance Integration - Knowledge of relevant regulations, standards, and compliance requirements that must be incorporated into contracts to ensure legal and operational compliance.
Technology and Digital Contracts - Understanding emerging technologies like electronic signatures, blockchain, and smart contracts that can enhance contract efficiency and enforceability.
Practical Experience and Mentoring - Seek opportunities to negotiate real contracts under supervision, participate in complex negotiations, and receive feedback from experienced negotiators and legal professionals.
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What negotiation techniques are most effective in procurement?
Effective procurement negotiation requires a comprehensive toolkit of techniques tailored to different situations and objectives:
- Preparation and Planning Excellence - Thorough preparation including market research, supplier analysis, BATNA development, and negotiation strategy formulation that provides foundation for successful negotiations.
- Value Creation and Win-Win Approaches - Focus on expanding value through creative solutions, identifying mutual benefits, and finding innovative arrangements that satisfy both parties' underlying interests rather than just positions.
- Active Listening and Information Gathering - Skills in asking probing questions, listening actively to understand supplier motivations, and gathering information that reveals opportunities for value creation and relationship building.
- Anchoring and Opening Position Strategy - Techniques for setting initial negotiation parameters, making strategic first offers, and establishing negotiation ranges that favor desired outcomes while remaining credible.
- Concession Strategy and Trading - Systematic approach to making and requesting concessions, bundling issues for trading, and ensuring reciprocity while moving toward mutually acceptable agreements.
- Deadline and Timing Leverage - Understanding of timing dynamics, deadline pressure utilisation, and strategic scheduling that creates negotiation advantages while maintaining relationship integrity.
- Emotional Intelligence and Relationship Management - Skills in reading emotional cues, managing negotiation emotions, and building relationships that facilitate agreement while preserving long-term partnerships.
- Power Dynamics and Leverage Utilisation - Understanding of negotiation power sources, leverage creation and utilisation, and influence techniques that improve negotiation positions without damaging relationships.
- Problem-Solving and Creative Solutions - Techniques for collaborative problem-solving, brainstorming alternatives, and developing innovative solutions that address underlying needs rather than stated positions.
- Closing and Agreement Techniques - Skills in recognising agreement opportunities, using appropriate closing techniques, and securing commitments while ensuring clear understanding and implementation planning.
These negotiation techniques should be adapted based on relationship importance, market dynamics, and long-term strategic objectives rather than applied uniformly across all procurement negotiations.