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:
Designed for Melbourne's procurement and supply chain professionals, this workshop focuses on achieving stronger commercial outcomes from supplier negotiations.
Participants learn how to assess supplier proposals, identify cost drivers, and prepare effective negotiation strategies.
Practical activities explore supplier influence, concessions, objections, and stakeholder expectations in competitive business environments.
The training also highlights ethical negotiation and relationship management for sustainable supplier partnerships.
WHAT YOU'LL TAKE BACK TO WORK
Key Takeaways
By the end of the Melbourne training, participants will be able to:
- Prepare structured strategies for supplier negotiations.
- Evaluate pricing and commercial proposals more critically.
- Handle supplier objections and difficult conversations.
- Apply effective concession and influence techniques.
- Coordinate procurement decisions with internal stakeholders.
- Strengthen supplier relationships while protecting organizational value.
- Review negotiation outcomes and establish practical follow-up actions.
Target Audience - Procurement officers and specialists
- Buyers and sourcing professionals
- Category managers
- Supply chain professionals
- Contract and vendor managers
- Commercial and operations professionals
- Professionals responsible for supplier selection and negotiations
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In-house Session
Bring Corporate Procurement Negotiation directly to your organization in Melbourne. In-house delivery can be tailored around your procurement processes, supplier categories, negotiation challenges, internal policies, and commercial objectives.
📧 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
Regus 120 Collins Street, 120 Collins Street #Level 50, Melbourne, Australia
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