Strategic Negotiation Skills for Procurement Professionals

Course Description

Organizations engage on a daily basis with customers and suppliers to negotiate various aspects of contracts, procurement and supply. Successful negotiation is only achievable if there is proper planning. This requires analysis of the external market, competitive forces and internal priorities. In addition to planning, the whole process must be properly managed and executed by negotiators who understand commercial drivers as well as influencing techniques. This interactive course involves role plays and negotiation exercises. It provides participants with an insight into the stages of a negotiation process, the prerequisites of a successful negotiation, and tools to utilize in various negotiation scenarios.

Target Audience: C-Suite, Procurement Directors and Managers, Sales and Marketing Managers, and Business Development Executives.

Course Duration:

Two Days

Importance of the Course:

Negotiations are necessary to agree on performance indicators and the functional requirement under a contract. This course is important because it would enable professionals to establish a win-win contractual agreement. This course would teach participants the skills and techniques one ought to have before engaging in any negotiation with a supplier.

Course Content:

• Definition of negotiation
• Fundamentals and variables that determine competitiveness
• Understanding cost structures and pricing strategies
• A choice model of negotiation strategy
• Characteristics of different negotiation strategies
• Stages of a negotiation process
• Post-negotiation activities
• Achieve greater effectiveness at the negotiating table.
• Craft deals that create maximum value for all parties (Win – Win Principles).
• Productively manage the tension between parties during negotiation sessions.
• Effectively handle complexities, such as synchronizing internal and external negotiations
• Understand the skills, techniques, structures, strategies and psychology of the seller.

Course Facilitator:

Simon Annan is a doctoral student at Cranfield University, UK and a Fellow of the Chartered Institute of Procurement and Supply (CIPS), UK. .  He is a Supply Chain Management and Operation Specialist with over fourteen years of experience in banking, telecommunication, construction, manufacturing and services sectors. He has held several senior management positions as Head of Procurement and Supply Chain Management with organisations such as Standard Chartered Bank Ghana, Ecobank Group, AGAMS holdings, Ghana National Household Registry under the Ministry of Gender Children and Social Protection (World Bank Financed Project) and Heritage Bank. Simon is the procurement consultant for the Public Financial Management Reform Project (PFMRP) under the Ministry of Finance (World Bank Financed Project) with the overall responsibility of developing and managing the end-to-end procurement and contract management for the project.

As a Procurement Expert; Simon Annan consults for many organizations and serves on Entity Tender Committees for several Public and Private Organizations as a Procurement and Supply Management as Technical Advisor. Simon has developed and presented over 120 topics in Procurement and Supply Chain Management at Training Workshops and Conferences organized by CIPS Africa, GIPS, Harley Reed Ghana and Universities. He holds an MBA in Strategic and Project Management from the Paris Graduate School of Management, France and professional diplomas in Procurement and Supply Chain Management from the Chartered Institute of Procurement and Supply and Chartered Institute of Logistics and Transport (CMILT) all in UK. A certified project management consultant and a fellow from the Institute of project management, Ghana and has attained Fellow Status of Ghana Institute of Procurement and Supply.

Simon is currently the President of the Ghana Institute of Procurement and Supply (GIPS), a member of the Faculty Advisory Board of Koforidua Technical University, Business School, Director at the Institute of Project Management Professionals (IPMP), Board Member of KENT International School, Accra, Board Chair of Optimal Change Partnership (NGO) and Vice President for African Institute of Supply Chain Research (AISCR), West African Region.