About this Event
Group Discounts:
- Save 10% when registering 3 or more participants
- Save 15% when registering 10 or more participants
Duration: 1 Full Day (9:00 AM – 5:00 PM)
Delivery Mode: Classroom (In-Person)
Language: English
Credits: 8 PDUs / Training Hours
Certification: Course Completion Certificate
Refreshments: Lunch, beverages, and light snacks included
Course Overview
This workshop equips procurement professionals with the essential negotiation strategies needed to secure better pricing, terms, and value when dealing with suppliers. Participants explore structured approaches to planning, executing, and evaluating negotiation outcomes while understanding supplier motivations, power dynamics, and market conditions.
The course emphasizes practical techniques, real negotiation scenarios, and tools that help individuals manage objections, analyze supplier proposals, and build win–win agreements. By the end of the program, participants will be able to lead procurement negotiations confidently, ethically, and strategically to deliver measurable value to their organizations.
Learning Objectives
• Understand procurement negotiation essentials
• Develop clear negotiation strategies and priorities
• Evaluate supplier proposals more effectively
• Strengthen communication and influence techniques
• Manage objections and price negotiations confidently
• Build collaborative, value-driven supplier relationships
• Apply structured methods to close deals and review outcomes
Target Audience
• Procurement officers & specialists
• Buyers and sourcing professionals
• Category managers
• Supply chain teams
• Contract managers & vendor management staff
• Operations and commercial professionals involved in supplier decisions
Why Choose This Course?
This course provides the practical skills needed to negotiate confidently with suppliers and achieve stronger commercial outcomes. Participants gain tools that improve pricing, value, and supplier performance while reducing risks and unnecessary costs. The training strengthens decision-making and enhances procurement strategy across all spending categories.
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Want to train your whole procurement team together?
Organizations can request customized in-house workshops tailored to their categories, suppliers, and negotiation challenges. These sessions help standardize negotiation practices, increase cost savings, and build a strategically aligned procurement function. Teams benefit from unified methods, improved collaboration, and stronger supplier relationships.
📧 Contact us today to schedule a customized in-house, face-to-face session:
Agenda
Module 1: Foundations of Procurement Negotiation
Info: • Understand negotiation in a procurement context.
• Explore value, cost drivers, and supplier relationships.
• Recognize the elements of a successful negotiation process.
• Icebreaker Activity
Module 2: Planning & Preparation for Negotiation
Info: • Define negotiation objectives and walk-away points.
• Analyze suppliers, market conditions, and risk factors.
• Build a clear negotiation strategy and priority list.
• Activity
Module 3: Communication & Influence Techniques
Info: • Use questioning and listening skills effectively.
• Manage supplier tactics and influence outcomes ethically.
• Strengthen rapport-building and confidence in meetings.
• Role Play
Module 4: Value & Proposal Evaluation
Info: • Compare supplier proposals using structured frameworks.
• Identify hidden costs, risks, and long-term implications.
• Translate procurement needs into measurable value.
• Case Study
Module 5: Handling Objections & Price Negotiations
Info: • Respond to price pressure and rigid supplier demands.
• Apply concession strategies that protect organizational value.
• Use collaborative negotiation for long-term partnerships.
• Simulation
Module 6: Multi-Stakeholder Coordination
Info: • Work with internal teams to gather requirements.
• Communicate outcomes to decision-makers clearly.
• Manage expectations and align procurement goals.
• Group Brainstorm Activity
Module 7: Closing Deals & Post-Negotiation Review
Info: • Finalize agreements confidently and ethically.
• Evaluate negotiation outcomes using structured tools.
• Build a follow-up plan to strengthen supplier performance.
• Action Plan Review
Event Venue & Nearby Stays
Regus North Service Road, 4145 North Service Road #2nd Floor, Burlington, Canada
CAD 605.73 to CAD 776.51
