Negotiation for Procurement Professionals

Negotiation for Procurement Professionals – Intermediate


Negotiation for Procurement Professionals develops the practical methods and skills to negotiate better deals. The aim is to equip participants with the capability, tools and confidence to plan and manage commercial negotiations. Delivered by an experienced negotiator, the practical and interactive workshop includes small group discussions, quizzes, simulations and Q&A sessions.


Three four-hour sessions delivered virtually – usually over three mornings on ZOOM

Learning outcomes

Attending this workshop will enable you;

  • to translate category and project goals into negotiation objectives
  • to negotiate with suppliers requesting price increases
  • to plan for upcoming negotiations
  • to deploy a variety of persuasion methods
  • to manage the negotiating process
  • to build appropriate commercial relationships

Outline content

The workshop content is focused upon practical tools and techniques that can be implemented straight away. Every participant will get a negotiation planning and management tool that helps ‘hardwire’ the lessons learned into practice. The outline content include how to:

  • Plan the negotiation and link objectives to the category goals
  • Set strategy, targets and tactics
  • Determine the balance of power to support whether to negotiate collaboratively or competitively
  • Manage the negotiation process
    • Plan the agenda
    • Develop questions
    • Manage the opening
    • Build rapport on Zoom or in the room
    • Test assumptions andd control information flows
    • Develop proposals to link issues together
    • Manage the personal and business dimensions of the relationship
    • Manage communication with governance bodies and other stakeholders
  • Persuade the other party
    • Persuade the other party to reach agreement
    • Manage concessions
    • Deal with an impasse
  • Deal with challenges such as:
    • Suppliers requesting price increases
    • Negotiating virtually, by email or by telephone
    • Tactics and ploys
    • When the other party says “No!”
    • Negotiate when you have no market power
  • Avoid the top three mistakes negotiators make

Benefits from attending

Attendance will give you:

  1. More confidence to manage commercial negotiations
  2. More credibility with leading internal stakeholders in leading them through negotiations
  3. Better outcomes and more sustainable agreements
  4. Stronger brand and reputation for your organisation as being commercially sophisticated and collaborative

Target audience

The workshop is suitable for anyone who leads or participates in commercial negotiations, particularly in a procurEment role, and who wants to enhance their negotiation skills. Whether you are at the start of your journey or want to refresh your existing skills, this workshop will develop your capability.

Workshop facilitator

Paul Rogers FCIPS is an experienced negotiator and a published author in negotiation. Paul animates the sessions with a wealth of practical tips, methods and advice so that participants have practical take-aways not theoretical models. In a forty-year career Paul has negotiated in many cultures and contexts, in public and private sectors.

What others have said:

“It gave me a totally different perspective outside of just following process.”

“A fantastic course! Gives you great good insight into supplier behaviours.”

“Excellent presenter. Humorous with relevant case studies and stories.”

“Paul is a highly regarded negotiation professional, coach and mentor. He combines strategic planning and meticulous preparation with a wealth of diverse business experience and sophisticated commercial acumen to achieve a mutually acceptable level of value and risk” Billie Gorman

“Paul has the deepest analytical negotiation knowledge of anyone I’ve worked with in over 30 years in business .If there was a TV series about negotiation, it would be called CSI: Paul” Elliot Epstein

“Paul has an uncanny knack of bringing simplicity to complex process’ by asking the killer questions which enables all stakeholders to develop a clear understanding of value offered and value returned. Once there is a shared understanding it becomes compelling to share the value and move forward in partnership – this is such a rare outcome in negotiations which is surprising but Paul navigates to that place pretty much every time. Oh, and he makes it fun as well” Chris Bayman

Register by clicking on the dates below:

Standard Price: $2200 + GST
PASA Connect Member: $1760 + GST

6th, 7th & 8th April | 9.00am to 1.00pm AEDT | 3 Mornings ONLINE

22nd, 23rd & 24th June | 9.00am to 1.00pm AEDT | 3 Mornings ONLINE

24th, 25th & 26th August | 9.00am to 1.00pm AEDT | 3 Mornings ONLINE

19th, 20th & 21st October | 9.00am to 1.00pm AEDT | 3 Mornings ONLINE

Double Discounts

A generic -10% discount on the total cost of both workshops is available to anyone booking a seat on both the INTERMEDIATE and ADAVNCE level workshops at the same time. Group discounts are also available. 

Please email to book using a discount.

PASA CONNECT members receive a further -20% discount, as always, on all PASA retail prices – for more information about joining PASA CONNECT see the dedicated  website or email directly

Download the Brochure


The ADVANCED Procurement NEGOTIATION Programme – LIVE in Melbourne

This ADVANCED programme is for graduates of the intermediate workshops, or experienced negotiators, and takes place over two days (14 contact hours) in Melbourne CBD at a covid-compliant professional training centre:

The focus of the advanced workshop is negotiation tactics and strategy and, on day two, individual coaching in worked-through scenarios that reflect real-world scenarios we face as procurement negotiators.

Both the intermediate and Advanced programmes are run by one of this country’s most experienced procurement consultant’s and negotiator’s, Paul Rogers FCIPS.

Registrations opening shortly – please email;  to be placed on the waitlist