Negotiation Strategies for Purchasing Training

Learning Outcomes

• Apply structured negotiation frameworks to prepare for purchasing discussions.
• Analyze supplier interests and market conditions to inform negotiation tactics.
• Evaluate negotiation outcomes against predefined objectives and organizational goals.
• Design collaborative negotiation strategies that balance cost, quality, and relationship.
• Implement effective communication techniques to manage conflict and build consensus.

Target Audience

Procurement and supply chain professionals, buyers, contract managers, and anyone responsible for negotiating purchasing agreements in corporate or government organizations.

Prerequisites

None — open enrollment

Course Outline

Practicals

Overview

Practical sessions are integral to this course, allowing learners to apply negotiation strategies in realistic purchasing scenarios. Through role-plays and simulations, learners practice preparation, tactical execution, and debriefing, ensuring transfer of skills to the workplace.

Practical Activities

• Pre-Negotiation Planning Simulation — Learners work in teams to analyse a purchasing case study, develop a negotiation plan, and set objectives. (4h)
• Role-Play: Supplier Price Negotiation — Pairs of learners engage in a simulated price negotiation, applying tactics and communication skills. (4h)
• Team Negotiation: Multi-Party Contract Terms — Teams negotiate a complex contract involving pricing, delivery, and service level agreements with a simulated supplier team. (4h)
• Full-Day Capstone Simulation and Debrief — Learners participate in a comprehensive negotiation simulation from preparation to closure, followed by a structured debrief. (4h)

Summatives

Each delegate is assessed continuously throughout the course via daily exercises, scored practical assignments, and a final summative test at the end.

Practical Assignments — 30%

Practical assignments are observed and scored against a rubric during the practical sessions. Each delegate's practical mark is averaged into a single 100% score and contributes 30% to the final total.

Daily Exercises — 20%

Every training day ends with a multiple-choice exercise scored out of 100%. The scores from each daily exercise are averaged across the duration of the course to produce a Daily Average mark, which contributes 20% to the final total.

Final Test — 50%

On the last day a final summative test is written. It is a multiple-choice paper with multiple-answer questions: each question may have more than one correct option, and a single wrong selection on a question marks the entire question wrong — no partial credit. The final test is scored out of 100% and contributes 50% to the overall mark.

Final Total

Component	Out of	Weight
Practical Assignments (rubric-scored)	100%	30%
Daily Average (multiple choice)	100%	20%
Final Test (multi-answer multiple choice)	100%	50%
Final Total	—	100%

All marks are recorded on the AATICD LMS and visible to each learner under their account.

Certificate

How it works

• Certificates are auto-generated on the AATICD LMS as soon as the marks pass the 50% threshold.
• Each certificate is a branded PDF with the delegate's name, the course title, the unit standard ID, NQF level, credits, and the date of issue.
• You can download or print your certificate from your LMS dashboard at any time after issue — there's no reissue fee and no expiry date.
• If you scored under 50% you can sit the final test again at the next scheduled session at no extra cost.

Where to find it

Sign in to the LMS, open your dashboard, and your certificates appear under My Certificates. Each entry has a View / Download button and a print option.

Training Discounts

Group discounts apply automatically — the more delegates you enrol, the greater the saving. Discounts are calculated at 3% per 5 delegates, scaling up to 40% off for 100+ delegates.

Delegates	Discount
5	3% off
10	6% off
15	9% off
20	12% off
25	15% off
30	18% off
50	30% off
75	35% off
100	40% off

3% discount per 5 delegates, up to 40% off for 100+ delegates. Contact us for a custom group quote.