Procurement, Tendering and Negotiation Skills

IITC provides a Training Course in

Procurement, Tendering and Negotiation Skills



This training course explores the process of identifying, selection and negotiating with the suppliers that is vital to ensure that your organisation is successful. No organisation can be successful without appointing the best suppliers and ensuring that contractual agreements maximise value for money. By applying the right processes for selecting suppliers, availability and costs will be controlled, quality will improve and organisational efficiency will increase.

Suppliers will seek to optimise their return and need to be engaged in a way that ensures an appropriate relationship for the short and long term. Having the right knowledge and skills in tendering, procurement and negotiation is essential for any organisation to be successful and requires appropriate planning and preparation rather than luck and optimism.

Participants in this course will be able to:

  • Select the right procurement strategy.
  • Evaluate tenders.
  • Develop tenders and producing tender evaluation criteria.
  • Analyze competitive bidding processes.
  • Practice negotiation skills.
  • Administrate the procurement and tender process.



Day One: Aligning Tendering and Procurement with Organisation Strategy

  • Influence of the external environment.
  • Adapting to new business models in the light of the recent pandemic.
  • Critical supply strategies.
  • Transforming the Supplier relationship.
  • The Procurement cycle.


Day Two: Tendering Process

  • Elements of a good procurement process
  • Selecting the right contracting strategy
  • Stages in the tendering process
  • Developing tender evaluation criteria
  • Negotiating with short-listed suppliers
  • Is a good price the only factor in the process?


Day Three: Advanced Procurement Skills

  • Transforming the supplier relationship
  • Defining the organization’s mission in supplier relationships
  • Understanding how to be a good customer
  • Differentiating between SRM and collaboration
  • Is the optimization of the supply base the only way of working?


Day Four: Negotiation Process

  • Communication techniques
  • Avoiding confrontational negotiations
  • New techniques in influencing
  • Understanding the other negotiator’s power
  • Negotiating pressure points and countermeasures


Day Five: Implementing Improvements in the Organisation

  • Attract and retain procurement management talent.
  • Producing a realistic personal action plan for improvement.
  • Business continuity and contingency planning for procurement.
  • What is Activity-Based Costing.
  • Ways that procurement can improve finances.
  • Putting an action plan together.



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