On Demand: Negotiations

On Demand: Negotiations

  • Instructor: Online Learning
    Online Learning
    Phone: 800-367-6447Fax: 703-736-9644
    Online, self paced learning, anytime, anywhere you want. Be sure to check out all the ONLINE offerings we have! Recommendations? Comments? Please send us an email at the address listed above. We'd love to hear from you!
  • Level: Foundation
  • Format: On Demand
  • Contact Hours: 3
  • CEUs: 0.3

The purpose of this course is to provide learners with a foundational understanding of negotiations within the procurement function, to include preparation for, conduct of, and post-conversational remediations to negotiations. During this interactive course, learners begin to use problem-solving and critical thinking skills to navigate through this learning experience that includes reading, video, scenarios, and activities.

Member - On Demand: Negotiations$115.0005/24/202112/31/2054
Non-Member - On Demand: Negotiations$165.0005/24/202112/31/2054
Member - On Demand: Negotiations $115.00
Non-Member - On Demand: Negotiations $165.00


Upon completion of the course, learners will be able to:

  • Evaluate a situation to determine if negotiations are needed.
  • Identify the benefits of a negotiation team and the typical roles that comprise a negotiation team.
  • Define the purpose of a Best Alternative to Negotiated Agreement (BATNA) and a Best and Final Offer (BAFO).
  • Determine and prioritize the issues to be negotiated, including: Price, Schedule, Technical Requirements, Type of Contract, Terms of a Proposed Contract
  • Create a “wish” list of points to negotiate/ask for.
  • Create a list of both the concessions the entity is willing to make and issues which cannot be conceded.
  • Draft a Best Alternative to Negotiated Agreement (BATNA).
  • Conduct research on the proposer in the negotiation.
  • Conduct research on the item, service, or project that will be the focus of the negotiations.
  • Identify and negotiate risk within different types of contracts.
  • Review the function and requirements of the NIGP Evaluation Committee Code of Conduct.
  • Recognize and react to verbal or physical clues in the negotiation process.
  • Update, distribute, or revise the contract based on the negotiation agreements.
  • Identify the best form of contract document.
  • Identify the six elements of a contract.

Intended Audience

This offering is targeted to individuals who meet or exceed the following professional demographics:  

  • Entry-level public procurement and central warehouse professionals who serve as assistants, coordinators, buyers, or equivalent functions within their respective entities.   

  • Non-procurement managers and supervisors who are responsible for either the procurement function or staff who provide procurement functions under delegated authority.   

  • Professionals who are employed by governing entities and special authorities (such as K-12 and higher education, publicly-owned utilities, transportation providers, and other publicly-funded or created organizations) that either serve within or manage the procurement function.  

  • Suppliers or representatives of suppliers seeking to understand the public procurement function from a holistic level, including the policies, standards, and procedures by which public entities must function.  

Competency Alignment

Get a Core Certificate: Sourcing & Contracting by adding these competency modules:

  • Specifications Development
  • Evaluation Methods


Payment Information

  • Register online with credit card
  • Register online and upload a Purchase Order
  • Register by fax and download the print & fax form


Methods of Payment Accepted: Check (make checks payable to NIGP), Purchase Orders (via print and fax form or online), and Credit Cards (Master Card, Visa, and American Express).

If paying by check, please make check payable to NIGP and send payment to:
NIGP, Attn: Seminar Registration
440 Monticello Avenue Suite 1802
PMB 63452
Norfolk, VA 23510

Cancellation Policy

There are no refunds, all sales are final.

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On Demand: Negotiations

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