About this Event
Bring your team and save:
1. Groups of three or more receive a 10% discount
2. Organizations hosting an in-house session with 10+ participants enjoy a 15% discount.
About This Event
Duration: 1 Day
Course Delivery: Classroom / In-House
Language: English
Credits: 8
Certificate: Course Completion Certificate
Refreshments: Lunch, Snacks and beverages will be provided during the session
Course Overview
This Brisbane workshop equips procurement teams with practical techniques for negotiating effectively with suppliers and commercial partners.
Participants learn to prepare negotiation objectives, assess supplier proposals, and identify opportunities for improved value.
Interactive exercises address pricing pressure, supplier objections, internal stakeholder coordination, and agreement closure.
The training supports procurement professionals in achieving commercially sound outcomes while maintaining productive supplier relationships.
WHAT YOU'LL TAKE BACK TO WORK
By the end of the Brisbane training, participants will be able to:
- Structure supplier negotiations around clear objectives.
- Identify opportunities to improve procurement value.
- Analyze supplier proposals using practical evaluation criteria.
- Communicate confidently during difficult negotiations.
- Apply effective responses to supplier objections.
- Coordinate procurement outcomes with internal stakeholders.
- Establish stronger follow-up and supplier performance practices.
Target Audience - Procurement officers
- Buyers and purchasing professionals
- Sourcing specialists
- Category managers
- Contract administrators and managers
- Supply chain teams
- Commercial and operational professionals
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In-house Session
Brisbane organizations can bring this training directly to their workplace. The in-house program can incorporate organizational procurement policies, supplier categories, negotiation cases, purchasing procedures, and team-specific development priorities.
📧 Contact us today to schedule a customized in-house, face-to-face session:
Agenda
Module 1: Foundations of Procurement Negotiation
Info: • Examine the role of negotiation within modern procurement.
• Explore supplier value, pricing structures, and cost considerations.
• Identify the building blocks of effective procurement negotiations.
• Icebreaker Activity
Module 2: Planning & Preparation for Negotiation
Info: • Establish negotiation goals, priorities, and walk-away positions.
• Assess supplier capabilities, market factors, and potential risks.
• Develop a focused negotiation plan for procurement discussions.
• Activity
Module 3: Communication & Influence Techniques
Info: • Strengthen questioning, listening, and persuasive communication.
• Recognize supplier tactics and respond with ethical influence.
• Build confidence and professional rapport during negotiations.
• Role Play
Module 4: Value & Proposal Evaluation
Info: • Assess supplier offers through practical evaluation frameworks.
• Uncover indirect costs, commercial risks, and future implications.
• Connect procurement requirements with measurable business value.
• Case Study
Module 5: Handling Objections & Price Negotiations
Info: • Manage supplier resistance, pricing challenges, and firm positions.
• Use controlled concessions without unnecessarily reducing value.
• Encourage collaborative approaches to supplier negotiations.
• Simulation
Module 6: Multi-Stakeholder Coordination
Info: • Coordinate procurement requirements across internal departments.
• Present negotiation outcomes to relevant business stakeholders.
• Align purchasing objectives with wider organizational priorities.
• Group Brainstorm Activity
Module 7: Closing Deals & Post-Negotiation Review
Info: • Confirm agreements while maintaining commercial and ethical standards.
• Review negotiation performance and identify improvement areas.
• Establish follow-up actions for supplier performance management.
• Action Plan Review
Event venue & nearby stays
Spaces Jubilee Place Fortitude Valley, 470 Saint Pauls Terrace #Level 1, Brisbane, Australia
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