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Negotiation Planning and Bargaining Tactics for Procurement

Too many African buyers walk into supplier meetings without a plan and leave value on the table. This course focuses on the preparation, tactics and behavioural skills that separate confident negotiators from price takers. Delegates practise setting walk away positions, trading concessions and defending margins across real sourcing scenarios common in South African and regional markets.

What you will be able to do

  • Prepare a structured negotiation plan with clear objectives and walk away limits.
  • Analyse supplier power and buyer leverage before entering a negotiation.
  • Apply concession trading tactics that protect total value rather than price alone.
  • Recognise and counter common supplier pressure and closing tactics.
  • Adapt negotiation style to sole source, competitive and long term relationships.
  • Record negotiated outcomes so agreed terms flow into contracts and orders.

Course outline

  1. 01Foundations of Principled Procurement Negotiation
  2. 02Preparation, Objectives and the Negotiation Plan
  3. 03Understanding Power, Leverage and Supplier Motivation
  4. 04Opening Positions and Anchoring
  5. 05Concession Trading and Value Building
  6. 06Handling Pressure, Deadlock and Difficult Behaviour
  7. 07Negotiating Total Value and Non Price Terms
  8. 08Closing, Recording and Implementing the Deal

Who should attend

This course suits buyers, procurement officers, category specialists and anyone who negotiates prices, terms or scope with suppliers.

Dates, venues and fees

DatesVenueDaysFeeCalendar
17 to 19 Aug 2026Kigali3US$1,500
24 to 26 Aug 2026Nairobi3US$1,500
31 Aug to 2 Sep 2026Durban3R13,000
7 to 9 Sep 2026Johannesburg3R13,000
21 to 23 Sep 2026Mauritius3US$1,500
28 to 30 Sep 2026Dubai3US$1,500
5 to 7 Oct 2026Lagos3US$1,500
12 to 14 Oct 2026Harare3US$1,500
19 to 21 Oct 2026Kampala3US$1,500
26 to 28 Oct 2026Dar es Salaam3US$1,500
2 to 4 Nov 2026Pretoria3R13,000
9 to 11 Nov 2026Cape Town3R13,000
23 to 25 Nov 2026Online3US$900
30 Nov to 2 Dec 2026Mozambique3US$1,500
7 to 9 Dec 2026Cairo3US$1,500
14 to 16 Dec 2026Accra3US$1,500
21 to 23 Dec 2026Lusaka3US$1,500

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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