Procurement Training & Certification

Team-based digital learning

Your team will learn:

• Collaboration
• Managing stakeholders
• Negotiation fundamentals
• Laying the groundwork
• Opening techniques
• How to bargain
• Close and complete
• Game theory
• Influence with NLP
• Cognitive dissonance
• Buying sustainably

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Procurement Training & Certification

Explore the critical link between sourcing and operational procurement processes and master effective collaboration between supply chain and procurement. Understand the value chain, the role of the RFP and how to improve negotiations skills and strategies.

The procurement department is always a key stakeholder of the supply chain department, and often a part of the supply chain department itself. 

Our procurement competency will help your team understand the role and added value of procurement professionals in an organization, effective collaboration, essential sourcing steps and understanding the RFP and the negotiation process.

Collaboration

Our “How to Collaborate with Procurement” course is for non-procurement budget holders and examines the RFP process is, why it’s important, the distinct steps, and the role of budget holder and buyer.

Managing Stakeholders

Learn how to map and influence stakeholders and effective change management.

The fundamentals

Our fundamentals course explains the principles behind “Win-Win-Lose Negotiation”, goal setting and balancing the “5 Rs”. Our questionnaire helps team members assess and develop their own unique negotiating styles.

Laying the groundwork

Learn the essential preparation steps for a successful negotiation, identifying critical issues, setting stretch targets, determining a walk-away position, building supplier shortlists and an introduction to the concepts of ZOPA and BATNA.

Opening techniques

Develop proven tactics used to open a negotiation. Discover why a positive negotiation climate is essential and learn how to listen to and understand the supplier’s offer. Master the standard negotiation vocabulary used, master taking a negotiating position and learn the importance of summarizing.

How to bargain

Explore how to ask the right questions, open/closed/leading/hypothetical questions, read the subtleties of body language, make strategic concessions, and develop bargaining tactics such as low ball/ high ball, what-if, bluff and bogey.

Close and complete

Examine how to close the negotiation process, when to stop bargaining, how to spot closing signals, handling last-minute objections, finalizing the deal and communicating with internal customers. We review the top six negotiation tips to remember and avoiding pitfalls.

Game theory

Learn how to view the negotiation from the supplier’s perspective, designing the “game” to deliver the result that you want, predicting the supplier’s behavior, making your negotiation approach credible, and delivering the desired result.

Influence with NLP

In our set of two courses on “Using NLP to Influence Stakeholders”, you’ll learn how to influence stakeholders (or suppliers) using Neuro Linguistic Programming (NLP), with the first step being analyzing and improving yourself. Learn how to resolve conflict, choose how to read and influence others, including building a rapport and the four habits to improve confidence, tenacity, and productivity. 

Cognitive dissonance

Biases are a part of the human condition, and excellent negotiators understand how to manage their own biases and those of others to get the best result. In our set of two course covering biases in negotiations, you will learn how bias costs your organization money, which cognitive biases affect negotiation results, how to correct the systematic errors that we all make, how to identify bias and avoid bias in your own team and how to use supplier’s bias to your advantage.

Buying sustainably

Explore ways to buy goods and services more sustainably, respecting human rights, reducing environmental impact, and maintaining strong business ethics. 

Your team will learn a step-by-step guide to implementing a sustainability program and linking it to everyday business activities. We cover supplier evaluations, conducting site visits and audits with detailed examples.