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Negotiation Skills

Duration: 1 Day 8:00 a.m. – 5:00 p.m.

Continuing Education Hours: 8

Workshop Description:

The purpose of this workshop is to help public purchasing professionals learn basic negotiation skills. Often government purchasers fail to utilize this important tool in getting the best value for their agency because they do not have the necessary negotiation skills. The workshop is designed to teach important negotiating skills to leverage the purchaser’s position with suppliers. The workshop contains lecture and discussion; as well as role play exercises and case studies. After completing the workshop, students should be able to go the negotiation table with confidence and come away with a collaborative solution that makes sense for everyone involved.

Who Should Attend:
  • Any government purchaser, manager or director involved in negotiations
  • Procurement professionals wanting to optimize their experience in negotiating with suppliers
  • Anyone wanting to improve their negotiations skills
  • Negotiation skills self-assessment test
  • Defining negotiation
  • "Win-Win" negotiations
  • When to negotiate
  • Three (3) phases of the negotiation process
  • Planning for negotiations
  • Negotiation strategies
  • Characteristics of a skilled negotiator
  • Active listening tips
  • Common negotiation mistakes
Benefits of Attendance – participants will:
  • Know when to negotiate
  • Learn the three (3) phases to negotiations
  • Recognize the characteristics of a skilled negotiator
  • Learn the six (6) steps of the planning process
  • Enhance skills by using negotiation tactics
  • Avoid common errors made in negotiations
  • Improve listening skills
  • Practice skills to become an effective negotiator

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