Negotiation Course For Procurement Professionals
4.9 ★★★★★ 500+ reviews
This course is designed to help procurement professionals become more confident and effective negotiators, a critical skill for achieving stronger supplier agreements and better commercial outcomes.
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Course Learning Goals
- ✓This course will teach you how to recognize different negotiation situations and choose the right approach
- ✓This course will align your negotiation with business objectives, understand your counterpart’s interests, assess power, define your goals, and establish your negotiation boundaries before entering the discussion.
- ✓The course will help you look beyond what suppliers say they want, identify the interests behind their positions, and use those insights to create better negotiation opportunities.
- ✓The course will help you develop the skills to respond to supplier resistance, ask effective questions, exchange concessions conditionally, and recognize when to continue negotiating or walk away
The Perfect Fit For
Designed for procurement professionals, buyers, category managers, and sourcing specialists looking to strengthen their negotiation skills and drive better supplier outcomes. Ideal for anyone who prepares and leads supplier negotiations, handles objections and concessions, or wants to negotiate with more confidence; from those new to negotiation to seasoned professionals ready to move from instinctive to structured, strategic negotiation
Key Procurement Skills
Course Curriculum
Module 1:
Negotiation Foundations & Negotiation Environment
- The Importance of Negotiation
- The Dynamic Negotiation Framework
- Quadrants 1, 2, 3, and 4
- Shifting Around the Framework
In this module, we build the foundation for understanding negotiation and the environment in which supplier negotiations take place. You will explore what negotiation really is, why it matters in procurement, and how to recognize when a negotiation has already started. It also explores the factors that can change the negotiation environment, including power, time pressure, trust, culture, and external circumstances. You will learn why negotiations are not static and how to recognize when a deal shifts from one quadrant to another.
- 8 Video Lessons
- Usable Templates
- Extra Reading Materials
- Practical Case Studies
Module 2:
Negotiation Preparation and Planning
- Intro to Negotiation Strategy Creation
- Empathy: Getting Into Your Counterpart’s Mind
- BATNA
- Qualitative and Quantitative Negotiation Goal Setting
- Reservation Price and ZOPA
- The importance of Internal Stakeholder Management
This module focuses on one of the most important parts of any negotiation: preparation. You will learn how to build a clear negotiation strategy before entering the discussion, so you can approach the supplier calm, prepared, and in control. We will look at how to align your negotiation with your company and procurement objectives, understand your counterpart’s interests and likely approach, assess the balance of power, and recognize both your own negotiation style and the style you may face on the other side of the table.
- 10 Video Lessons
- Editable PowerPoint Template
- Extra Reading Materials
- Practical Case Studies
Module 3:
Opening Negotiation
- Setting the Tone in the First Minute
- Who Makes the First Offer?
- Anchoring: The Cognitive Bias
- Framing: How Wording Shifts Perception
This module moves from preparation to the moment the negotiation actually begins. You will learn how to open a supplier negotiation with confidence and control, setting the tone before the detailed bargaining starts. We will look at how to manage the first minute of the negotiation by setting the agenda, defining the process, and creating the right atmosphere. You will also learn how to adapt your opening to the type of negotiation you are facing.
- 4 Video Lessons
- Usable Templates
- Extra Reading Materials
- Practical Case Studies
Module 4:
Analysis & Influence with Important Negotiation Skills
- Positions vs Interests: The Iceberg Model
- The 5 Whys: Uncovering Real Interests
- Active Listening & Nonverbal Communication
- Concessions & Trading
- 50 Negotiation Tactics to Use
In Module 4, we focus on what happens once the negotiation is underway. You will learn how to analyze what is happening at the table, understand what your counterpart really means, and use that information to influence the direction of the negotiation. We will explore the difference between positions and interests and show you how to look beneath stated demands to uncover the motivations, priorities, and concerns that may be driving them. You will also learn how effective questioning can help you gather information and create opportunities for better agreements.
- 10 Video Lessons
- Usable Templates
- Extra Reading Materials
- Practical Case Studies
Module 5:
Deal Closing
- Recognizing Closing Signals
- Summarising Agreements at the Table
- Documenting the Deal: The Follow-Up Email
In the last module, we focus on the final step of the negotiation process: closing the deal. You will learn why the final stage requires just as much discipline as preparation and bargaining, and how to prevent value from being lost after both sides believe they have reached an agreement. We will look at how to recognize verbal and non-verbal closing signals, distinguish genuine readiness from a “not yet,” and use trial closes to test whether your counterpart is ready to commit. You will also learn why it is important to confirm that the person across the table has the authority to finalize the agreement.
- 3 Video Lessons
- Usable Templates
- Extra Reading Materials
- Practical Case Studies
Get to Know Your Instructor
Marijn Overvest
Marijn is the founder of Procurement Tactics and a recognized expert in the field of negotiations, sustainability, and strategy building.
Experience:
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200+ TeamsUpskilled globally, from Fortune 500s to startups.
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Fortune 500 Clientsxtensive client range, ensuring a broad impact.
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200+ NegotiationsDirect experience with sales leaders.
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$200M DealsNegotiated major contracts with top suppliers.
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300+ PlansDeveloped comprehensive negotiation strategies.
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Procurement StrategyLed with CPOs, shaping company direction.
Expertise:
Previous Clients:
Pricing
Choose a plan that's right for you
OPTION 1
SELF-PACED E-LEARNING
Online Courses For Procurement Success
This team plan includes access to:
- 23 Courses + All Future Courses
- Tailored Learning Plan
- 12-month Access
- Access to Template Library (54 Templates)
- Certificate after completion
Price starts at for 2 members
OPTION 2
BLENDED E-LEARNING WITH LIVE SESSIONS
Online Courses + Live Sessions
This team plan includes access to:
- Includes all of Option 1
- Pre- and Post-Skills Assessment
- 5 Live Team Sessions
- Team Learning Consultant
Price starts at for 2 members
Single Course
Targeted training for tangible results. Build the critical skills to advance a procurement career.
/ year
Enroll NowFull Access
One plan. All courses. Unlimited potential. for individuals who want to build well-rounded procurement expertise.
Client Success Stories
Build Better With Procurement Tactics
Discover how our courses have helped teams save time, close better deals, and lead with confidence.
BOOK YOUR DEMO
Curious about what we could do for you?
In just 30 minutes, you can discover how we can help and explore cases similar to yours. We’ll cover:
WHAT TO EXPECT:
- Your specific needs and challenges
- How Procurement Tactics has supported teams like yours
- A demonstration of our learning method
- Helping you decide what’s best for you
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Frequently Asked Questions
We have put together some frequently asked questions
Will I get a certificate?
+ other popular questions
What is Procurement Tactics?
+ our mission and vision
How do the courses work?
+ turning theory into practice
What happens after I enroll my team?
After you complete your payment, you’ll first receive an email with your invoice, followed by another email with access to our study environment. Your instructor will then contact you to schedule a kickoff session. You’ll also get login details for Teachable, the platform we use for our courses. Once you complete all the lessons, you’ll receive your certificate.
How do I know which courses to take?
You can find out which courses are right for you by completing this assessment: T-Shaped Procurement Assessment. The results will be shown right away.
If you purchased full access or a team plan, please use this link instead: Learning Journey Assessment. After completing it, reach out to our sales manager, Pim, to discuss your results. These results take 1–2 days, as we carefully review your answers to create the best course lineup for you.
What’s included in a subscription?
It depends on the plan you choose. You can check the pricing section to see what’s included in each subscription tier.
How does payment work?
You can pay either by card or invoice. For card payments, your plan is activated right away. Within a few minutes, you’ll receive an email with instructions on how to log in to the platform. If you don’t get it, please contact us at [email protected] and we’ll help you right away.
If you prefer to pay by invoice, please contact us at [email protected] and we’ll guide you through the process.
Note: Invoice payments can be settled by wire transfer within 30 days.
How do I get a tailored learning plan?
You can get a personalized learning plan by completing our assessment. Schedule a demo to start this process.
How does the training fit into daily work?
Our courses are self-paced, so you can learn whenever it fits your schedule. You don’t have to finish everything in one go. Many learners study during free time at work or after office hours.
The lessons are designed to be practical and engaging, so learning feels smooth and natural. You can progress at your own pace, wherever and whenever it works best for you.