Course Schedule

Cost Saving Techniques in Negotiation

This intensive programme is aimed at experienced business negotiators who wish to explore further their current negotiation skills. It is designed to create a forum to discuss and implement the latest business negotiation developments and research findings. This course covers four (4) essential cost-saving techniques in any business environment: strategy, preparation, contract negotiation and reducing expenses. Each practice is then explored in a business negotiation setting.


SESSION 1 – Devising a strategy and preparation

  • Optimizing business results in a recession
  • Shaping an effective negotiation strategy
  • Business negotiation as an organisational capability
  • Aligning negotiation strategy to execute on corporate business strategy
  • Gaining competitive advantage through negotiation strategy & process
  • Dealing with organisational negotiation challenges: Price, Complexity, Internal & External Stakeholders

SESSION 2 – Best practices in contract negotiation

  • Leading edge & best practices in complex negotiation preparation
  • Achieving optimal negotiation outcomes in complex negotiations
  • Team based decision making and roles definition – managing the process
  • Preparing for multiparty and cross cultural negotiations
  • Creating and managing coalitions
  • Multi issue negotiations
  • Protect your interests
  • Minimising contractual risks
  • Structuring the key elements of the deal
  • Managing the contract: negotiating contract variations

SESSION 3 - Supply chain optimization negotiation strategies

  • Capitalize on the opportunities available to use negotiation as a tool to reduce expenses
  • Planning a negotiation strategy for significant purchases
  • Strategies for negotiating with sole suppliers
  • Managing the entire life cycle – creating options to trade
  • Best practices in analyzing the supply market to enhance your negotiation power

This course is aimed at personnel who wish to review or upgrade their negotiation skills to achieve better cost-effective solutions.