Upon completion of this course, participants will be able to:

• Conduct comprehensive power analysis to determine optimal negotiation leverage and strategy.
• Apply the **Harvard Negotiation Project's Principled Negotiation** framework to procurement.
• Design effective concession plans and manage the process of giving and receiving value.
• Master advanced psychological tactics (anchoring, framing) and defend against common supplier ploys.
• Handle **high-stakes** situations, including sole-source and crisis negotiations.
• Skillfully manage and align internal stakeholders (Legal, Technical, Finance) into a cohesive negotiation team.
• Integrate contract service levels, quality, and risk-sharing terms into the final agreement.
• Develop strategies for leveraging competition while maintaining ethical conduct.

• All Levels of Procurement and Sourcing Staff
• Category Managers leading multi-year contract negotiations
• Contract Specialists and Administrators
• Vendor Relationship Managers (SRM)
• Internal Stakeholders participating in sourcing teams
• Small Business Owners and Entrepreneurs managing purchasing

• Multiple intensive, video-recorded negotiation role-playing scenarios with detailed feedback.
• Group activity: developing a power analysis matrix and team negotiation brief for a new contract.
• Case study analysis of a large MNE's strategy in negotiating with a dominant supplier.
• Workshop on managing internal stakeholder alignment and conflict resolution.
• Individual assignment: self-assessment of negotiation style and personalized improvement plan.

Unit 1: Advanced Preparation and Strategy

• Analyzing internal and external sources of power and influence
• Techniques for increasing the strength of your **BATNA** (Best Alternative)
• Identifying the supplier's dependencies and leverage points

• Setting the negotiation agenda and controlling the conversation flow
• Utilizing **anchoring** to influence the perceived value range
• Developing win-win solutions that focus on shared value creation

Unit 2: Negotiation Process and Execution

• Planning the size, timing, and rate of concessions strategically
• Techniques for linking concessions to supplier reciprocation and commitment
• Avoiding common concession mistakes (e.g., giving too much, too soon)

• Strategies for negotiating with sole-source or monopoly suppliers
• Managing crisis negotiations (e.g., critical supply shortages, price gouging)

Unit 3: Communication and Psychological Tactics

• Techniques for active listening, reflective questioning, and uncovering hidden interests
• Managing conflict, emotional responses, and aggressive behavior from the other party
• The role of non-verbal cues and reading the negotiation room

• Recognizing and neutralizing common supplier tactics (e.g., Boulwarism, nibbling)
• Using silence, surprise, and time to exert influence

Unit 4: Team and Internal Alignment

• Aligning goals and establishing a unified message among internal stakeholders
• Defining clear roles (lead, note-taker, financial expert, legal) for the negotiation team
• Strategies for managing disagreements and communication *during* the session

• Negotiating non-price variables: payment terms, service warranties, penalty clauses
• Ensuring legal and technical teams sign off on the negotiated terms post-agreement

Unit 5: Post-Negotiation and Continuous Improvement

• Best practices for documenting the final agreement and ensuring sign-off
• Conducting a post-negotiation analysis and critique for learning purposes

• Transitioning smoothly from negotiation to performance management
• Strategies for managing value realization over the contract life cycle