Get what you need through successful negotiations

Jul 8, 2015, 17:28 PM
These educational activities meet UPPCC’s criteria for 'Continuing Education – Non-Accredited'

Get What you Need Through Successful Negotiation Strategies

Duration: 2-Day Course

**Check the Course Catalog for required attendee minimums

Contact hours: 16 hours
Instructor: Tony Ellis, CPPO

Search the Course Schedule for a course near you.

2 day courses:

Standard pricing:

Institute Members - $500

Non-Members - $700

** Receive a $25 early registration discount by registering 60 or more days in advance of the course.  A late fee of $50 will be assessed for those registrations received within 30 days of the course.


General Description

This course will introduce students to some of the basic negotiation principles and some new skills used by master negotiators. Topics covered include preparation strategies, tactics, communication and awareness of global applications. Practical exercises will allow students the chance to reinforce their skill development.


Intended Audience

Any procurement professional interested in developing or improving their ability to get what they want from others.





Course Objective and Intended Outcomes

Upon successful completion of this course participants will be able to:
  • Identify the key points of building a successful negotiation
  • Create strategies for positive results
  • Analyze tactics used by negotiators
  • Examine the human relationship aspect of negotiation
  • Explain how to communicate the message
  • Recognize cultural negotiation differences in the global marketplace


Course Outline

Understand principles of negotiations, develop strategies, know critical elements in every negotiation, understand characteristics of a good negotiator, types of negotiators, criteria by which negotiators are judged, develop a BATNA, and basic negotiation strategy.

Set Two
Identify and define tactics used in negotiations, understand the meaning and use of tactics, enable individuals to overcome negative or blocking tactics.

Set Three
Learn how communications plays a part in negotiations, the emotional side of negotiations, common errors in negotiations, social styles of negotiators, define rapport and what it means, understand three sensory channels of communication, observe verbal and nonverbal cues during negotiations and what they mean.

Set Four
Create a strategy for dealing with people, develop steps for negotiations, 70/30 rule, identify personality traits of top negotiators, understand most complex thing about negotiations is people.

This outline may be modified slightly at the course instructor’s discretion.  


NIGP Course Cancellation Policy

Registration and payment must be received 30 days prior to the seminar start date. After this time, registrations will be based on space availability.  A full refund, less a $75 administrative fee will be given for cancellations made in writing 31+ days prior to the seminar date by emailing No refunds are given for cancellations received within 30 days of the seminar start date. There are no refunds for no-shows. If the seminar is cancelled for any reason, NIGP's liability is limited to the registration fee only.

Attendee substitutions within the same agency may be done at any time with email notification to NIGP. If attending via scholarship, please provide documentation verifying the scholarship issuer’s name and contact information in lieu of payment information.

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