Commercial negotiation is an essential skill set for anyone involved in sourcing. Whether you are involved at the strategy stage, take part in selecting suppliers, support the transition exercise or manage contracts and suppliers you will inevitably need to take part in commercial negotiations.
This course provides an introduction to commercial negotiation for those new to the field and a useful refresher to those who are more experienced.
The course explains what commercial negotiation is, how it is viewed and how it needs to be viewed – the two are often different.
Negotiation is explored across the sourcing lifecycle for learners to understand where it needs to be used.
The main approaches to negotiation are outlined and in particular the model used in the seminal book ‘Getting to Yes’ is clearly explained.
The course also looks at setting targets for negotiation and defines terms including BATNA.
There is an online multiple choice quiz for learners to review their learning and a downloadable Study Guide containing work-based learning questions that will support the transfer of their learning from the course into the workplace and enable further development.