Upcoming Webinars
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This learning path helps public procurement professionals strengthen their ability to plan, conduct, and close effective negotiations. Through four focused sessions, participants will explore proven tools and strategies for preparation, managing challenging discussions, achieving win–win outcomes, and closing agreements with confidence.
Session 1: “Let’s Get it Started in Here”: Negotiations Tools, Strategies, and Preparation.
Ready to level up your negotiation game? In this session, you'll learn practical tools and strategies to prepare for negotiations that create real value, not just victories. We'll cover researching contracts, defining your Best Alternative to a Negotiated Agreement (BATNA), identifying non-negotiables, and building decision-making frameworks. You'll also learn how balancing confidence, mission-focus, and organizational alignment can transform your outcomes.
Learning Objectives:
- Identify and strategically leverage opportunities, even in difficult or hostile negotiations.
- Recognize and address risky or unproductive behavior within your negotiation team.
- Determine when to pause negotiations and when walking away is the best option.
- Spot hidden pitfalls early to mitigate their impact.
Session 2: “SOS”: When Negotiations Go Wrong
Ever had a negotiation spiral out of control? In this session, you'll learn to stay composed, maintain control, and navigate even the toughest procurement conversations. We'll explore how to recognize and diffuse non-productive tension, know when to pause or step away, identify hidden pitfalls, and handle hostility effectively, keeping you cool under pressure.
Learning Objectives:
- Identify and strategically leverage opportunities, even in difficult or hostile negotiations.
- Recognize and address risky or unproductive behavior within your negotiation team.
- Determine when to pause negotiations and when walking away is the best option.
- Spot hidden pitfalls early to mitigate their impact.
Session 3: “All I Do Is Win/Win”: When Negotiations Go Right
Session 3 Description: Success is close, with a few remaining items to agree on. This is still about preparations to create as close to a win/win for both parties as possible and remembering not to allow “the perfect” to get in the way of good. Practice compromise, using the tools from Session 1, without classifying it as a loss or failure, expanding where value can be achieved by both parties instead of sacrificing more of the pie, and get more pie to negotiate over.
Learning Objectives:
- Apply negotiation tools to support compromise and expand value creation, ensuring both parties benefit by increasing available opportunities rather than viewing concessions as losses.
- Implement the zone of agreement, where success is not at a single point; it's between the minimum one party is willing to accept and the maximum another party is willing to offer.
- Integrate key negotiation points early in the process to set expectations and reduce potential conflicts.
Session 4: “The Final Countdown”: Closing the Deal with Confidence
In this session, we’ll start by reviewing the key tools, frameworks, and wins from Sessions 1–3. Then, we’ll dig into common roadblocks that derail negotiations and counter negative tactics deployed to throw you. We will develop a resilience playbook that lets you pivot your negotiations from setback to success.
Learning Objectives:
- Review tools and strategies from Sessions 1–3
- Counter negative negotiation tactics
- Implement strategies for overcoming barriers to successful negotiation planning
