CIPS L4M5 Commercial Negotiation

About Course

This module identifies approaches to successfully achieving negotiated commercial agreements with external organisations. It covers preparation, techniques, and communication skills required for successful outcomes.

Differentiate between collaborative (win-win) and distributive (win-lose) negotiation approaches.
Explain how the balance of power and leverage affects negotiation outcomes.
Understand economic factors and costing methods (absorption, marginal, activity-based) that impact pricing.
Set negotiation objectives, targets, and BATNAs.
Identify the stages of negotiation: preparation, opening, testing, bargaining, and closure.
Develop key communication skills, including effective listening, non-verbal communication, and emotional intelligence.

Course Content

CIPS L4M5 LO1 Understand key approaches in the negotiation of commercial agreements with external organisations

Managing Conflict with Suppliers in Negotiation
Using a Negotiation Team for High-Value Supplier Agreements
Applying Principled Negotiation in a Supplier Contract Renewal
Using Spend Analysis to Increase Leverage with Suppliers

CIPS L4M5 LO2 Know how to prepare for negotiations with external organisations

CIPS L4M5 LO3 Understand how commercial negotiations should be undertaken

First Round Assignment

CIPS L4M5 Mock Questions

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About Course

What Will You Learn?

Course Content

CIPS L4M5 LO1 Understand key approaches in the negotiation of commercial agreements with external organisations

Managing Conflict with Suppliers in Negotiation

Using a Negotiation Team for High-Value Supplier Agreements

Applying Principled Negotiation in a Supplier Contract Renewal

Using Spend Analysis to Increase Leverage with Suppliers

CIPS L4M5 LO2 Know how to prepare for negotiations with external organisations

Understanding Supplier Cost Structures

Using BATNA to Strengthen Negotiation Position

Using ZOPA to Set Negotiation Targets and Walk-Away Points

The Bargaining Mix : Using Multiple Tradeable Variables in Commercial Negotiations

CIPS L4M5 LO3 Understand how commercial negotiations should be undertaken

The Negotiation Phases : Opening, Testing, Proposing, Bargaining, and Agreement/Closing

The Use of Tactics to Influence the Other Party : Recognising and Responding to Negotiation Tactics

Effective Listening in Commercial Negotiations : Active Listening as a Core Negotiation Skill

The Use of Emotional Intelligence in Commercial Negotiation : Applying Emotional Intelligence (EQ) to Improve Negotiation Outcomes

Assessing Opportunities for Improvement and Development in Negotiation Performance : Post-Negotiation Review and Continuous Improvement

First Round Assignment

Learning Outcome 1 Reflection

Learning Outcome 2 Reflection

Learning Outcome 3 Reflection

CIPS L4M5 Mock Questions

200 CIPS L4M5 Mock Questions

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