• Understand supplier motivations, expectations and behaviours.
• Recognise common supplier tactics and negotiation patterns.
• Identify and respond effectively to supplier negotiation ploys.
• Apply DISC profiling to better understand supplier communication and behavioural styles.

• Select appropriate negotiation styles for different situations.
• Apply conquering, conceding, compromising and collaborating approaches.
• Manage opening, bargaining and closing stages strategically.
• Handle objections and disagreements with confidence.
• Respond effectively to supplier tactics while protecting commercial objectives.

• Apply integrity principles throughout the negotiation process.
• Build confidence, trust and credibility with suppliers and stakeholders.
• Uphold professionalism and ethical standards in procurement negotiations.
• Recognise key dos and don’ts for effective procurement negotiators.

• Apply negotiation techniques to realistic procurement scenarios through team brainstorming and scenario selection.
• Prepare negotiation strategies based on negotiable and non-negotiable items, ideal, realistic and fallback objectives, BATNAs and concessions.
• Anticipate objections and develop suitable negotiation game plans.
• Practise negotiation techniques through role-plays and simulations.
• Review performance, receive facilitator feedback and identify key lessons for improvement.

• Evaluate personal negotiation strengths and development areas.
• Identify opportunities to improve negotiation effectiveness.
• Develop a practical action plan to apply negotiation skills in the workplace.