Negotiation is a day to day job for buyers. It is a crucial part of the purchasing function. You would need to negotiate the best terms and price for the materials and services your organization required. This course provides you a systematic framework that could help you to negotiate like a pro. By following the systematic framework, it could ensure you to obtain constants results. As you are clear with your steps, it is very unlikely you will make careless mistakes or control by the other party, and most importantly to protect your organization profit.


2 Days

Who Should Attend

The workshop is designed for Buyers and Purchasers who closely involved with the Purchasing, Sourcing, Acquisition Procurement, or Supply Management Function and wish achieve consistent results from the negotiation table.


By the end of the session, you would be able to:

  • Discover your negotiation attitudes to adapt to the styles or approaches that best fit you
  • Identify the objectives and variables that influence a negotiation
  • Know ways to obtain information of the other party and estimates the other party’s requirement based on the information
  • Formulate negotiation plan to smoothen the negotiation process
  • Apply a proven framework to conduct a successful negotiation
  • Handle different types of negotiation styles and situations
  • Manage conflict arises during the negotiation, applying proven tactics to resolve the conflicts
  • Gain control in negotiation by recognizing negotiation tactics used to gain an advantage over the other party
  • Be aware of unethical negotiation tactics and respond appropriately
  • Build your confidence in meeting with future negotiation opportunities
  • Extend your professional skills and add your career value

Course Outlines

Appreciate the Importance of Negotiation

  • Responsibilities as a buyer throughout the negotiation process
  • Whether to negotiate or not
  • ‘Win-Win’ – does it applies every time?
  • The relationship between negotiation and conflict

Diagnose Your Negotiation Problems

  • Assess your negotiation attitudes and conflict resolution styles
  • The characteristics of successful negotiator

Principles of Negotiation

  • The supplier perspective
  • Quality Vs. Price
  • Sole Supplier Source Vs. Multiple Supplier Source
  • The upper of the Buyer
  • Understand the negotiation process

Establish Your Negotiation Terms of Agreement

  • Identify negotiation objectives and requirements
  • Determine variables
  • Recognize strengths and weaknesses.

Get to Know the Other Party & Formulate the Game Plan

  • Gather information of the supplier
  • Profile your supplier using DISC model
  • Estimate the other party requirements
  • Set ideal agreement
  • Plan the negotiation environment and agenda

Conducting the Negotiation

  • Use Communication and Listening Skills to Set the Tone and Control the Negotiations
  • Recognize the different negotiation styles and ways to handle it
  • How to respond to various difficult questions
  • Gain control with difficult people
  • How to respond to various types of unethical tactics or negotiation ‘traps’

Training Alone is Not Enough

  • Develop your action plan and apply what you have learned in the real world.

Inhouse Training Framework - ADDIE Model

In GIN, we will work with you to modify courses or develop one to meet the specific requirements of your business. To assure your investment on training is not wasted and to maximize the value of the in-house program, we apply the ADDIE model – a dynamic, flexible guideline for building effective training and performance support tools. You may learn more about ADDIE model here.

Contact Us for Quotation

Contact us now for training at the Venue and Date of your choice throughout Malaysia and Internationally. Do let us know what is your expectation, number of participants, participants' profile and your preferred date and venue.